USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...

USE ELECTRONIC FILING TO BOOST SALES, CUT COSTS, AND IMPROVE SERVICE by Jack Fries If youre not paperless, your agency, employees, and especially your customers, are ...

Websites are like business cards: Everybody has one. So, how can you get customers to find yours among millions of others? Most recommendations about marketing a website focus on guess what? Online tools. Send e-mails. Send thousands of e-mails. Post to other websites. Register with search engines. Buy or exchange ad banners with other sites.
However, because most people spend most of their time offline, it makes sense to market your website offline, too. How many of these proven offline marketing tools are you using?

USING OPERATING RATIOS AS A MANAGEMENT TOOL TO INCREASE AGENCY VALUE by Robert Westin The days of determining value solely by applying an assumed multiple to gross commissi...

USING PUBLICITY TO ENHANCE YOUR AGENCY'S IMAGE by LuNell Gilliland As money gets tight, many agencies instinctively react by cutting back advertising. To save money, they decrease the si...

USING THE PHONE by Mary Beth Bolen When your phone rings, you may or may not know who is at the other end of the line; you'll only know for sure if you have a receptionist skilled in the art of...

John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. Mr. Graham is the author of The New Magnet Marketing and of 203 Ways to Be Supremely Successful in the New World of Selling. He can be contacted at 40 Oval Rd., Quincy, MA 02170, (617) 328-0069, fax (617) 471-1504, e-mail [email protected], or visit www.grahamcomm.com.

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...

VALUING YOUR COMPANY STOCK WHEN OWNED BY AN ESOP by Irving Blackman Blackman-Kallick Copyright 1994, Irving L. Blackman C O N T E N T S CHAPTER: TITLE One: An Introduction Two: ...

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...