MAKING CUSTOMER SURVEYS WORK by Al Diamond Customer Satisfaction Surveys have not yet become popular in the insurance agency business. Too many agency owners fear, rather than look forward to, ...

MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...

MANAGE DIRECT MARKETING by Ed Drake Most agencies that use direct marketing successfully to generate sales have something in common - an effective system to handl...

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

MANAGEMENT INFORMATION SYSTEMS by E. Al Diamond How do you know if your agency is doing well? Some agents subscribe to the 'checkbook philosophy.' Their answer is, 'If I can pay a...

Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

MANAGING AGENCY E-MAIL SYSTEMS by Steve Anderson To do business today, you need Internet access and individual E-mail accounts for every person in your agencyThistool needs to b...

MANAGING AGENCY WORKFLOW: GETTING THINGS RIGHT THE FIRST TIME by Grace Bauer Getting things right the first time depends largely on developing a program to review and audit procedures on a...

In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent agents that have historically been the backbone of their sales force. A new type of distribution system is evolving out of the need to provide a more rational and cost-effective method of delivering the insurance product to the consumer. No longer are agency-company relationships based upon blind loyalty to a shared history but more upon the concurrence of strategic business and marketing plans.

MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...