FOCUSING ON TARGET MARKETS by Al Diamond 'Target marketing' became the buzz phrase of the '90s, yet successful agents were targeting markets for years before. Why? Because it work...

FROM BUSINESS INSURANCE TO FAMILY INSURANCE by Preston Diamond Every Commercial account represents an opportunity to cross-sell Personal Lines to key employees. To help you get your sha...

KEEP CONTROL OF THE AGENCY UNDER CONTROL by Grace Bauer In these times, agency principals and owners are working lean. It's difficult to find good help, and agency numbers force com...

This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

MAXIMIZING YOUR PR POTENTIAL by Steve Lawrence 'This industry needs all the good PR it can get,' says Steve Lawrence, insurance consultant and marketing expert. 'And in the long run, no one d...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

PRODUCER SUCCESS LESSON 3:

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...

With summer approaching, the lull in autumn's new business results can't be far behind. September, October, and November are the weakest months for revenue and sales for a majority of agencies. Theories abound as to the reason, but probably it's because too many producers take the summer off from new account prospecting, or they spend their time continuing to round existing accounts. Sunshine, golf courses, and family take priority, and little new business is set up to be written in the fall.

TWELVE GOOD EXCUSES FOR SENDING A NEWS RELEASE by George Nordhaus 1) Your agency has a birthday-an anniversary of its founding. 2) Someone new is hired, or you promote s...