HOW TO REMAIN COMPETITIVE IN A CHANGING INDUSTRY by Sharon Cunningham Sharon Cunningham's consulting visits with agencies hav...

HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...

INSURANCE DISTRIBUTION TRENDS AND THE EFFECTS OF CHANGE It's remarkable that the insurance industry has experienced only evolutionary - not revolutionary - change in its structure, processes, s...

IS IT TIME FOR A CHANGE? by Karen Flaherty Everyone would like to change something about themselves. Successful people take an active role to accomplish the desired change, while others simply w...

KEEPING AHEAD VS. KEEPING UP by Jack Burke Through the years, businesspeople have spoken the language of proactive marketing while implementing strategies th...

Your clients rely on you as their trusted adviser for innovative insurance and financial planning options. Due to recently enacted laws, financial professionals have the opportunity to add a new product to their client services: Life Settlements. Jolene Fullerton explains how this powerful resource can allow you to help your clients maximize the full potential of their Life insurance policies.

LOOK CLOSELY AT THE CORPORATE IDENTIFICATION PROGRAM by Richard Barry There are plenty of good and bad ideas that will dictate the direction of a corporate identification p...

MAILING LIST MANAGEMENT by Monica Woldring The uses of mailing lists are many and varied. Some of the most common uses in the insurance industry include sending letters to clients, newsle...

MARKETING TO BANKS: THE MGM APPROACH by Michael Manes The best definition of marketing is adapted from a quote in God's Little Instruction Book: 'If you want a glass of milk, you don't s...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.