TEN TIPS THAT FIRE UP LEADS Networking is fundamental to lead generation, but many prospects do not know how to network properly. Ten networking tips, offered by Bob Burg, president...

THE 10 BIGGEST MISTAKES IN HIRING by Don Phin Employee turnover, wrongful hiring, sexual harassment, violence in the workplace, employee theft ... the list goes on. A lot can go wron...

THE AGENCY DATABASE by Tripp Leach Are your computers a fundamental part of your agency or just desk ornaments? Do they provide you with a competitive edge or a convenient excuse? Do they ad...

THE ART OF CONVERSATION: LISTEN UP! by Ellen Lubin-Sherman I often receive phone calls from clients who want to improve their communication skills. Theyre worried that they might b...

THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...

THE DEFINITION OF INSANITY: DOES IT APPLY TO YOUR AGENCY? by Becky Lathrop It has been said that lsquo;attitude will be the deciding factor in your failure or success. ...

Getting your name in print in industry publications can result in credible publicity for you and your firm. Whether you’re a seasoned pro or never been published, you’ll get useful tips in this document by Henry Stimpson.

Follow these guidelines to develop a comprehensive, effective e-marketing program.
With spam at epidemic levels and phishing and virus attacks threatening the industry, e-marketers face the challenge of getting their messages through to the right audience, while following e-mail marketing best practices.
Although many of the principles that govern print and broadcast media apply to e-mail, e-marketing has its unique set of opportunities and pitfalls. Here is a list of do’s and don’ts to consider:

THE DO'S AND DONT'S OF CORPORATE IDENTITY by Bob Jankowski and Rob Keane Corporate identity is more than just how your logo, business cards, and letterhead look. Corporate identity is who yo...

THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...