Scream Marketing by Patricia Berry Attracting the attention of customers becomes more complicated as the markets become overcrowded. Every seller looks the same. Buyers are con...

If your marketing strategy hasn't changed in the past several years, it might be time to consider it. In this document, Jack Fries gives you seven tips for marketing more effectively in a hard market.

SECRETS OF THE SUCCESSFUL: FOCUS AND COMMITMENT by Al Diamond The IIABA publishes an excellent Best Practices study that prov...

SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...

SECURE CONSISTENCY! PROTECT YOUR AGENCY! by Grace Bauer A year has passed since I began talking full-time to agencies nationwide. I found the main concern of 99.9% of the agencies to b...

SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...

SELECT THE RIGHT PERSON FOR THE JOB! by Grace Bauer Choosing the wrong person for the job can lower morale, waste time ...

Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?

SELLING HOPE by Patricia Berry 'Never suffer a sleepless night again!' Theres no shortage of such incredible claims in advertising. Not limited to psychic...

SELLING INSIGHT: GROWING PAINS by Sharon Cunningham The number of large agencies is increasing, making changes in management practices more important than ever. In this document, Sharon...