MARKETING: OPENING NEW TERRITORIES by Al Diamond Al Diamond focuses on planning methods that will help you move your business forward. Agents who havent yet formalized their p...

MARKETING: THE ART OF DIFFERENT by Jack Burke Creativity in marketing has become mundane. Today's marketing creativity seems to have devolv...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.

MAXIMIZE PERSONAL LINES PROFIT WITH BEST PRACTICES TIPS by Shirley Lukens Many agencies are looking at Personal Lines as an important source of revenue. In the current Best Pr...

MAXIMIZE PROFITS WITH CONTINGENCY CONTRACTS by Chris Burand Make sure that youre getting all you can out of your contingencies. According to the Academy of Producer Insu...

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...

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...

MEASURING SUCCESSFUL TRAINING by Emily Huling Although the result of staff training isn't always tangible, there are ways to gauge its effects. Emily Huling tells you how to assess...

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.

MERGERS: THE SIX KEY ISSUES by Larry Morrison, CMA, CLU, ChFC and Gary Jacobson, JD Before considering an agency merger, read this article. INTRODUCTION The pressure to ...