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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...
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THE MISSION STATEMENT: WHAT DOES YOUR T-SHIRT SAY? by Mike Manes How to tailor an effective mission statement for your agency. This article started with a bet, a disagreement bet...
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THE NEW SMALL AGENCY by Steve Anderson Theres never been a better time to start a new insurance agency than today. This might seem like a strange comment, given the current state o...
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THE NEXT CHALLENGE: CUSTOMIZED DISTRIBUTION MODELS As the demand to identify and meet customer needs intensifies, the insurance industry is being challenged to respond with customized, multiple-...
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THE ONE-MINUTE MARKETER by Mike Manes 'I expect to pay more to get less.' You wouldnt expect to hear this from your customers that often. Yet Mike Manes manages to derive ...
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THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...
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THE PRESS RELEASE: MAKE SURE IT'S NEWS Press stories on your business, products, services or employees can be extremely valuable promotional tools. Published articles often carry greater credibil...
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THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...
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THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...
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THE REALITIES OF DIRECT MAIL by Richard Barry 'I'm looking for cheap direct mail that works! Any ideas?' This is a legitimate question and worthy of discussion...