If your marketing strategy hasn't changed in the past several years, it might be time to consider it. In this document, Jack Fries gives you seven tips for marketing more effectively in a hard market.

SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...

SELF-PROMOTION NO ONE ELSE WILL DO IT FOR YOU by Lisbeth Wiley Chapman Producers can make certain that the right people see them, hear about them, read about them, and buy their products or ser...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.

We'd like to introduce ourselves. We're (Your Agency Name), and we've been in business in ( ) for more than ( ) years. It's been our...

SELLING CUSTOMER SERVICE by Carol Hammes When losing a major Commercial account or watching the Personal Lines attrition rate go up, many agency principals are tempted to write it off to price c...

SELLING HOPE by Patricia Berry 'Never suffer a sleepless night again!' Theres no shortage of such incredible claims in advertising. Not limited to psychic...

Although the technology is in place to sell insurance via the Net, consumers aren’t giving up the one night a year when they sit in their living rooms and listen to their agent pontificate about the advantages of "Plan A" versus "Plan B."

This dynamic might be changing. Insurers have cleared a huge hurdle for online sales — the need for a customer signature — either by using credit cards to bind coverage until the policy can be issued or by legalizing electronic signatures. Despite this advance, a very low percentage of insurance transactions are being handled online.

SENDING THE WRONG MESSAGES: 18 WAYS TO BRAND A BUSINESS ... BADLY by John Graham In the West, cattle ranchers still brand cattle. Once the brand has been burned into the ...