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.

CREATING INITIATIVES AND OBJECTIVES Your planning meeting should focus on the areas that need atte...

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.

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 ...

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...

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...

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-...

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.

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.

CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...