ONLINE EDUCATION FOR RISK AND INSURANCE PROFESSIONALS By Marcus Covas Griffin Communications, Inc. According to a Wall Street Journal article, theres been a dramatic increase in the number o...

'ONLY' AN INDEPENDENT AGENT: YOUR VALUE IN TODAY'S MARKET by Chris Burand With so many Web-based insurance sites and direct writers bypassing insurance agent...

OPTIMIZE PRESS RELEASES FOR SEARCH ENGINES by Marcia Yudkin Press releases, when used properly, can attract prospects as effectively as advertising. But do you know how to optimize them for ...

Instead of hiring telemarketers to work within your agency just for you, you could choose to pay an outside vendor to provide telemarketing services. These...

It’s often difficult for an agency to hire an in-house PR specialist. And assigning PR responsibilities to an existing employee has its drawbacks. This document by Henry Stimpson examines the advantages and disadvantages to hiring an out-sourced PR consultant.

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

P.R.: SEPARATE FACT FROM FICTION by Michael Maynard Public relations is often improperly or ineffectively used, giving businesspeople, as well as the public, a warped view of P.R. In th...

PAUL T. MURPHY INSURANCE: WITH A LITTLE HELP FROM HIS FRIENDS By Dennis H. Pillsbury When Paul Murphy graduated from college in 1988, he started selling Life insurance, but quickly moved to Pr...

When it comes to paying for a professional service, most of us are skeptical when the bill arrives in the mail.

PERPETUATION PLANNING: WHY? HOW? by Al Diamond Make perpetuation planning a normal part of managing your agency. Perpetuation planning. What a morbid thought! It means youre going...