HOMEOWNERS CLIENTS - SELL BOP Dear (Customer Name): You've entrusted us for some time now with your Homeowners insurance, and we appreciate the confidence you have in our ability to protect your as...

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 INFLUENCE YOUR CLIENTS by Michael Lovas In the 2000 Presidential campaign, a huge uproar erupted about politicians using subliminal advertising. Allegedly, the Republican Party cre...

INDIVIDUALIZED INSURANCE Dear (Customer Name): NO TWO BUSINESSES ARE ALIKE. So why should your insurance program be the same as another company's? (Your Agency Name), we know that no two...

IS THIS STILL YOUR FATHER'S AGENCY? by Pegi Flahault To paraphrase an automobile advertising slogan: Is this still your father's agency? Are you trying to run the agency the same way it was ru...

The major goal of any agency or brokerage can be expressed in just one word: survival.
The mounting failures involving seemingly strong, well-established businesses that have been around for 15 to 75 years are of great concern.
The time has come for agencies and brokerages to take immediate action in order to survive a protracted economic downturn that may extend for several more years in some sectors of business or regions of North America.

KEEP THE HUMAN TOUCH IN CUSTOMER SERVICE by Jack Fries For better or worse, electronic commerce is changing the relationship between consumers and vendors. It's often for the worse in cu...

LEVERAGE YOUR TIME! by Mitch Axelrod Time is the most important leverage point because, next to our health and loved ones, time is our most precious resource. Once we use it...

LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...

The difference between closing a sale and losing it rests with the presentation. Whether you’re selling a product or an idea, the ability to present effectively is the difference between acceptance and rejection.

Yet, most Americans would rather die than give a speech. Whatever the facts, the idea of standing in front of an audience ranks far below going to the dentist for most people.