MAXIMIZE THE CROSS-LINE SELLING OPPORTUNITY IN YOUR AGENCY by Harlan Warthen Maximizing the cross-line selling opportunity in your agency can generate thousands of dollars in new busine...

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 ...

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...

To succeed in today’s selling environment, you’ll need to think out of the box.
There’s one revolution no one wants to think about, let alone discuss. It’s what’s happening to selling. Although the Internet has a profound effect on sales, it isn’t the only challenge facing salespeople. In fact, the Internet might only be the tip of the iceberg.

MINING THE ASSETS OF STUDENTS by Jack Burke In the future, student-clients will make or break your business. Hiring students as part-time workers can also be crucial for per...

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...

INFORMATION DATE 19890617 DESCRIPTION USDOL Program Highlights, New Directions SUBJECT New Directions ABSTRACT New Directions is a national training program, funded by the Occupational Safety and H...

NICHE MARKETING: ATTRACTING ASSOCIATIONS GOING CAPTIVE by Raymond T. King, Jr. The letter below recently was received from the executive director of a trade assoc...

The oil and gas sector is creating an opportunity for insurance industry with a renewed emphasis on domestic versus foreign production is generating a push for the USA to become less dependent on foreign energy. The unearthing of The Eagle Ford Shale, one of the largest onshore oil and gas discoveries in the past half century, has only further illustrated the opportunity that is available.

PERSONNEL AND COMPENSATION DILEMMA by Carol Hammes Its never been easy to attract the best young people to the insurance industry. In a competitive job market, it becomes almost impossi...