USE CUSTOMER-FOCUSED WORDS FOR MORE EFFECTIVE COMMUNICATION by Richard Barry With the deluge of advertising that the average consumer encounters today, its more vital than ever to make...

USE ONLINE TOOLS TO ENHANCE CUSTOMER LOYALTY by Patricia Berry We know that effective service increases the lifetime value of a customer by escalating future sales through repeat...

One of the biggest frustrations in the world of business is meeting someone, shaking hands, exchanging thoughts and ideas, and promptly forgetting their name. Most articles about this subject are aimed at improving name retention.

USING OPERATING RATIOS AS A MANAGEMENT TOOL TO INCREASE AGENCY VALUE by Robert Westin The days of determining value solely by applying an assumed multiple to gross commissi...

USING SOCIAL NETWORKS TO MARKET by Steve Anderson Steve loved to dazzle his high school science students with cool and unusual experiments. One of his favorite experiments was to drop a c...

USING THE PHONE by Mary Beth Bolen When your phone rings, you may or may not know who is at the other end of the line; you'll only know for sure if you have a receptionist skilled in the art of...

John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. Mr. Graham is the author of The New Magnet Marketing and of 203 Ways to Be Supremely Successful in the New World of Selling. He can be contacted at 40 Oval Rd., Quincy, MA 02170, (617) 328-0069, fax (617) 471-1504, e-mail [email protected], or visit www.grahamcomm.com.

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...

VALUING YOUR COMPANY STOCK WHEN OWNED BY AN ESOP by Irving Blackman Blackman-Kallick Copyright 1994, Irving L. Blackman C O N T E N T S CHAPTER: TITLE One: An Introduction Two: ...

VOODOO VALUATIONS by Chris Burand People pay dearly for simple answers. And many insurance agencies pay dearly for 'voodoo valuations' because they offer a quick and inexpensive way t...