Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...

OFFER TO REVIEW PRESENT INSURANCE Dear (Customer Name): It took a lot of hard work to buy your home. If you're like the average American in pursuit of a dream home, you spent evenings and weekends ...

PERSONAL LINES DISABILITY Dear (Customer Name): Your car . . . your home . . . your personal possessions . . . all are insured. But have you insured that which makes all those things possible - your...

PREMIUM AUDITORS: PROFESSIONALISM IN PRACTICE by Rhonda Hamel As a provider of educational services to insurance agents, I've learned many things about how other insurance professionals perceiv...

PRINTERS - FULL COVERAGE PROGRAM Dear (Customer Name): Knowledge and experience . . . that's what you should demand from your insurance agent. Your business is much different from the grocery store...

It's popular to hate the press these days. Between visions of Princess Diana's mangled black sedan and MSNBC's apparent broadcasting credo of 'all Monica, all the time,' it's easy to see why. Many who don't go so far as to hate the press still distrust it, thinking that a broadcaster's emotional ties begin and end with the Nielsen ratings. Again, given today's programming, this isn't difficult to understand.

REPLACEMENT COST COVERAGE If you had a loss, would you want half a VCR? Dear (Customer Name): If your one-year-old videocassette recorder set were stolen, would you be fully insure...

Dear (Customer Name): Can your Auto or Homeowners coverage help you get a better deal on your Life insurance policy? The answer is YES - if your...

SEVEN MUSTS FOR INSURANCE AGENCIES TO SURVIVE AND THRIVE by Bobby Reagan Some independent agents wonder, 'What will it take to be around for another 100 years?' This seems a litt...