LEARNING TO MANAGE E-MAIL by Steve Anderson Communicating with someone used to be easy. You could just pick up the phone and give them a call, or sit down and write a note. Fast forward a...

LEVERAGE SELLING FOR CSRs by Mary Beth Bolen CSRs can use their networking skills to garner qualified leads. 'Selling through service' is a good motto for CSRs in any agency. But how do...

'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.

Your clients rely on you as their trusted adviser for innovative insurance and financial planning options. Due to recently enacted laws, financial professionals have the opportunity to add a new product to their client services: Life Settlements. Jolene Fullerton explains how this powerful resource can allow you to help your clients maximize the full potential of their Life insurance policies.

LinkedIn IMPROVEMENTS by Steve Anderson LinkedIn is one of our favorite tools for researching and finding information about prospects and clients. Over the last several months, LinkedIn h...

LISTENING TO CUSTOMERS by Troy Campbell To find out how the agency is perceived by customers requires continuous monitoring. Detailed perceptions can be obtained from a complaint log, a compli...

LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...

The Long-term Care (LTC) family of products includes coverages for nursing homes, adult day care, home health care, assisted living facilities, and other related benefits. LTC has unique qualities, and there are many variations among the carriers.
LTC isn't a new concept. The coverage has been around for decades, but only recently has it been widely discussed. With the new wave of interest in LTC, sales took off slowly, built up, and then leveled off. All of this activity adds up to this picture: A large number of LTC prospects have heard about the product but haven't yet bought it. Why not?

LOOK CLOSELY AT THE CORPORATE IDENTIFICATION PROGRAM by Richard Barry There are plenty of good and bad ideas that will dictate the direction of a corporate identification p...

LOVE THEM OR LOSE THEM: CUSTOMER RETENTION IN ACTION! by Lynn Thomas Here's the bottom line for retaining customers: You have just one choice -- Love your customers or lose them. Peri...