A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

Becoming accustomed to a growing economy is easy and dangerous. Although there are always pockets of problems, we forget that success is often more the result of a good economy than our business acumen. If everyone else is doing well, our major challenge becomes how to pull ahead of the pack. Unfortunately, many business people tend to get a bit lazy-and that's when we can get caught.
There are ways to become more successful, keep business booming, and give companies the opportunity to gain a competitive advantage. Here are 15 ways to develop an extra edge:

AGENCY AUTOMATION: E&O FRIEND OR FOE? PART 5 by Curt Pearsall The previous four articles have explored E& O issues related t...

CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...

To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.

Times have certainly changed. It wasn’t so long ago that you could open your doors and find a steady stream of customers ready to buy whatever you offered them. If they liked your company, they were loyal 'customers for life.'

JOB DESCRIPTION: SALES CENTER COORDINATOR OBJECTIVE: Under the direction of the sales center manager, provide sales center support in obtaining and maintaining leads and dates and p...

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

MARKETING-THEN SALES- FOR THE SHORT AND LONG TERM by Richard Barry Most everyone has firsthand knowledge of just how competitive business is today. We reali...

MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...