This content has not been rated yet.
CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...
This content has not been rated yet.
David and Goliath is no longer news. These days, all a boy needs to kill a big man is a gun instead of a sling and a rock. Similarly, technology has created a new world of competition. A David who understands technology can successfully compete against any corporate Goliath.
This content has not been rated yet.
In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.
This content has not been rated yet.
CREATING INITIATIVES AND OBJECTIVES Your planning meeting should focus on the areas that need atte...
This content has not been rated yet.
What you want will only get done if you make it an A+ priority. Jack Fries tells you how a business plan can reward you with survival, planned growth, and profit.
This content has not been rated yet.
CREDIT SCORES: CATCH 22 by Fred Dent Its important to build and maintain good credit reports. In addition, its now essential to monitor credit reports faithfully ...
This content has not been rated yet.
CRM OR MARKETING? by Patricia Czech Customer relationship management is a broad term that includes everything from call center routers to complex analytics, and budget allocations and d...
This content has not been rated yet.
CRM: THE 80/20 RULE by Patricia Czech Have you heard about the 80/20 rule of customer relationship management (CRM)? Many vendors and consultants are using this rule as a popular sales p...
This content has not been rated yet.
CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...
This content has not been rated yet.
To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.