DATABASE MARKETING - HIGH-TECH SELLING by David Beaton Looking for ways to improve sales and profits? A technique that many brokers are finding very effective is ...

DEFEATING CUSTOMER LOYALTY by Jack Burke Its not the big things that will cost you customers. Quite frequently, its the small things that drive people into the arms of you...

Many in business have elevated the process of marketing to an almost magical, mystical level, either to help them maintain control, or because they don’t understand the process. In this article, John Graham examines six basic principles that will make marketing work.

DESIGN A WORD-OF-MOUTH MARKETING CAMPAIGN by Patricia Berry Many companies mistakenly believe that WOM is just s...

Developing new business is an integral part of every insurance agent’s regimen. There are endless ways to go about looking for new business. Jack Fries explains why successful agents must know how to focus their efforts to engage in the most efficient methods possible.

After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

DEVELOPING A MARKETING PLAN (IN A DISTRESSED AGENCY) by Ken Buehler It is an uphill battle for a distressed agency to get back on track and sustain any level of growth if it f...

Open the way to sales success with these three keys to interacting with prospects.

DIRECT CUSTOMER COMMUNICATIONS: WINNING STRATEGIES AND LOST OPPORTUNITIES by Richard Barry Ever feel like youre talking to a brick wall because no matter what you try, you just can...

DISCOVERING NEW NICHE PROGRAMS IN COMMERCIAL LINES byAndy Barile Niche programs in Commercial Lines are an outgrowth of the Property/Casualty insurance industry's efforts to tailo...