GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...

HANDWRITTEN LETTERS - FORWARD TO THE PAST by Jack Burke Writing a monthly column appears much easier than it is! After all, how hard could it be to string 500-600 words together...

These are tough times to buy insurance. And what's worse, the insurance you can buy probably costs more...

HAVE WE LOST OUR WAY WITH CRM? by Patricia Czech Customer Relationship Management (CRM) is now such an established approach to marketing that it feels like sacrilege to criticize it. Ev...

GETTING IT STRAIGHT
Marketing may be second nature in large companies, but smaller firms tend to have a tough time implementing, managing, and monitoring an effective marketing strategy. The title of 'marketing director' is often conferred on the person designated to answer requests for sales literature, or the title is added as an afterthought to the role of the sales manager who thinks that marketing is just an alternative spelling of 'sales.'

HERE'S HOW TO REACH THOSE HARD-TO-GET REFERRALS by Bill Cates Here's a little strategy that you're going to love, because it's so easy to use and so effective. I got this from ...

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

What are your legal names? What is the address of the property? Is your home under 40 years of age? What is the year of construction...

CSR: Hello, (PROSPECT NAME). This is (NAME) from (ABC AGENCY). (PRODUCER NAME) looks after your Commercial business...

HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...