THAT PERSONAL TOUCH by Grace Bauer Are you still sending those personal thank-you notes to your insureds throughout the year? How about the initial claim letter expressing your concern an...

THE 10 COMMANDMENTS OF TELEMARKETING 1. Thou shalt cover thy database. Your database is constantly changing and must be reached many times to be fully informed about what you have to s...

We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.

THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...

In spite of those who claim that “marketing costs too much,” John Graham provides four major reasons why just the opposite holds true.

THE IMPORTANCE OF WORKING CAPITAL by Chris Burand Working capital is vital to survival especially in this hard market. In this document, Chris Burand explains the importance of worki...

THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...

THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...

THE POWER OF GOALS by Grace Bauer Do you feel that you're getting 100% out of each employee in the office? When t...

THE TOP 10 RULES WHEN SELLING YOUR AGENCY by Charles Watson Following these 10 Commandments can save you time, money - and hassles. If you'...