HAVE WE LOST OUR WAY WITH CRM? by Patricia Czech Customer Relationship Management (CRM) is now such an established approach to marketing that it feels like sacrilege to criticize it. Ev...

HERE'S HOW TO REACH THOSE HARD-TO-GET REFERRALS by Bill Cates Here's a little strategy that you're going to love, because it's so easy to use and so effective. I got this from ...

Six questions every company should consider in their hiring process.
Companies today face the same daunting problem that confounds so many job seekers: The high hurdle of transferable experience.
Whether it’s an individual attempting to get a job or a company trying to break into a new market, both face the difficulty of having someone recognize the value of their knowledge and experience, even though these qualities might not be directly related to a new field or industry. Although applicants offer experience, a proven track record, and skills that are an ideal match for a particular position, they’re passed over. Why? The individual has worked in a different field.

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

HORSEBACK RIDING OR RIDING ON THE BACK OF A HORSE by Mike Manes Are you running your agency, or is it running you? This document by Mike Manes examines the elements that make the differ...

HOW A CSR CAN ASK CLIENTS ABOUT LIFE INSURANCE A group of Los Angeles gang members recently were taken rafting on the Colorado river. Street-smart toughs suddenly became timid boys fearful of...

Service seems to be a catch-all word for whatever seems to be lacking in our agencies. Most of us have identified service areas as most important...

HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...

HOW TO BUY, SELL, MERGE OR PERPETUATE PART VI A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency by Larry Morrison and Gary Jacobson Edito...

HOW TO GET MORE VISITORS TO YOUR WEB SITE by John Graham The Web is littered with thousands of dead sites abandoned by the disillusioned. Its easy to spot them they were la...