Marketing Agency of the Month

Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.

BEST PRACTICES AGENCIES: THE BEST OF THE BEST by Tom Doran As a management consultant and one of the authors of The Best Practices Study, it's sometimes a temptation to become...

The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

Now that you’ve decided on the markets to pursue and your marketing approach, it’s time to initiate the plan. In this final article of a three-part series Jack Fries discusses the steps you’ll take to implement a successful marketing and sales strategy.

COMPASSION ON A COMPUTER by Jack Burke I frequently speak on the need to humanize our technology. Efficient processing cannot replace true customer care. All too often, we get caught up i...

What you want will only get done if you make it an A+ priority. Jack Fries tells you how a business plan can reward you with survival, planned growth, and profit.

CSR EXTRAORDINAIRE by Mary Beth Bolen Tina Roberts currently works as a CSR for Cosmo Conte at his State Farm Insurance Agency in La Jolla, California-one of the top State Farm agencies in North...

The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.

ENCOURAGE A POSITIVE VIEW OF THE INSURANCE INDUSTRY by Mary Beth Bolen What are two 'facts' most customers 'know' about insurance? One, it costs too much. Two, if they make a claim, their po...

FINDING THE RIGHT CSR by William Vericker Where, and what, to look for hiring quality CSRs. When clients call, e-mail, or visit your agency, they count on someone to service their bus...