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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...
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Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.
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TO BOOST PROFITS, CUT AGENCY EXPENSES: PART II by Jack Fries and Gary Holgate This second installment in a three-part article focuses on the major techniques for controlling your agency e...
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One of the biggest frustrations in the world of business is meeting someone, shaking hands, exchanging thoughts and ideas, and promptly forgetting their name. Most articles about this subject are aimed at improving name retention.
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VARIABLE QUESTIONS-AND SOME ANSWERS by Michael Flynn Is Variable Life here to stay? Will Variable Life dominate permanent insurance growth? These are questions many agents-a...
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Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.
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A variety of laws govern extended employee absences. Many states have equivalent legislation. These federal and state laws share a common theme: The worker’s needs come first. In this document, Don Phin advises you to maintain compliance, and to go beyond the letter of the law to retain loyal workers.
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WHY DO PRODUCERS FAIL? by Chris Burand They cant sell. They hate selling. They dont have to sell to eat because the agency overpays them or they ...
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The purpose of my call today is to ask you some questions about your present policy so I may provide you with a coverage and price comparison.