RISK MANAGEMENT: KEEP SAFETY IN THE FOREFRONT Once your employees have gone through safety training, make sure that they use what theyve learned to make their jobs safer. When every work...

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.

SALVAGING CLIENTS/PROSPECTS IN A STAGNANT ECONOMY by John R. Graham It's taken a couple of years to figure out just what's happening in the economy, but the picture now ...

SATISFYING THE CUSTOMER by JoAnna Brandi There is much change afoot in American business and much needed change. Nowhere is that more evident than in the quality movement. Even though consumers ...

SAYING GOODBYE IS HARD TO DO Employers devote a lot of time and resources to developing recruitment, screening, and orientation policies. But few devote a similar amount of time to their policies for...

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.

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...

SELF-INSURANCE Dear (Customer Name): IF YOU WANT SOMETHING DONE RIGHT ... ... you've got to do it yourself. So goes the old adage, and today many businesspeople feel this way about prote...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.