MAKE A SMARTER DEAL: BASE AGENCY VALUE ON PROFITABILITY, NOT A MULTIPLE OF COMMISSIONS! by Roger E. Thomas What multiple does an agency sell for these days? 1.25 times commission? 1...

Public relations is all about credibility, without which you have little chance of getting your message across. In this document, Michael Maynard asks you to ask yourself, 'Would I buy it?'

A few months ago, a client came to us with a last-minute project that required the services of...

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...

Before purchasing a car, computer, copier, or equipment, businesses do the usual due diligence. They do research, make comparisons, and then decide on the most appropriate product with the best value. John Graham explains why research is required before making an extensive marketing investment.

MEETINGS, MEETINGS, MEETINGS! by Grace Bauer 'Meetings, meetings, meetings! How do they expect me to get anything done if I have to attend meetings all the time? I can't believe how many ...

MORTGAGE REDEMPTION Dear (Customer Name): We have been reviewing your records to be sure that you are adequately protected in all areas. We see that you have a mortgage on your home that will run ( ...

Dear (Customer Name), CUSTOMER SALUTATION GOES HERE THANK YOU! We appreciate your placing your HOMEOWNERS INSURANCE with (Company Name). We find that for convenience and service,...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.