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MAXIMIZE YOUR INTERNET PRESENCE! by Steve Anderson In an earlier article, I introduced the concept of Internet presence. To refresh your memory, heres what I said: For pas...
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MAXIMIZE YOUR OPPORTUNITES IN A HARDENING MARKET by Jack Burke Is the market hardening? The debate rages on without a conclusion. However, more and more experts are leaning toward ...
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MEASURING CUSTOMER SATISFACTION by Brenda French We have found that companies must effectively manage the process of customer satisfaction to gain and retain profitable customers. However...
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MERGERS AND ACQUISITIONS: MAKING THE DEALS by Sharon Cunningham Amid the merger and acquisition frenzy, many agencies believe the value of their businesses might never be higher. Sharon...
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MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...
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IT DOESN'T QUITE FIT, BUT IT WILL DO. Dear (Customer Name): Could you market sheet metal parts that were 'pretty close' to specifications...
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MINE THE INTERNET FOR PROSPECTS by Steve Anderson You can strike gold if you know where to look. A good place is the Internet. Insurance is all about making sales. And yo...
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MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. To make monitoring eas...
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Motivating support staff to help generate sales expands the network of potential customers. Here are some tips for putting together and operating an effective lead-generation campaign.
Reward them for leads as quickly as possible. If the payoff is quick, non-sales employees will be more motivated to provide leads.
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MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...