SAMPLE AGENCY BUSINESS PLAN

SATISFYING THE CUSTOMER by JoAnna Brandi There is much change afoot in American business and much needed change. Nowhere is that more evident than in the quality movement. Even though consumers ...

If your marketing strategy hasn't changed in the past several years, it might be time to consider it. In this document, Jack Fries gives you seven tips for marketing more effectively in a hard market.

SECRETS OF THE SUCCESSFUL: FOCUS AND COMMITMENT by Al Diamond The IIABA publishes an excellent Best Practices study that prov...

SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...

SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...

SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

SELECT THE RIGHT PERSON FOR THE JOB! by Grace Bauer Choosing the wrong person for the job can lower morale, waste time ...

SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.