A MARKETING MINDSET CREATES CUSTOMERS by John Graham As the insurance organizations marketing meeting began, the president stated, We need more sales. This might see...

Confusion over agency bill vs. direct bill options has caused an E&O claim or two. Curtis Pearsall illustrates the consequences of this confusion with an example.

BASIC STEPS FOR PUBLICITY 1. Choose only one person from your agency or organization to contact news media. Two persons contacting the same newspaper editor or program director will create confl...

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

CONVEY BAD NEWS POSITIVELY There's nothing like being the bearer of bad new. Yet this letter shows how you can inform your clients of what's going on, to position yourself as the clien...

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

GREAT ARGUMENTS FOR TRANSACTIONAL FILING By George Nordhaus IMMS is convinced that transactional filing works - and many agencies are moving in that direction. But don't take IMMS' wor...

OVERCOMING OBSTACLES TO AGENCY GROWTH by Carol Hammes Deal with agency growth problems before they reach a crisis point. Unfortunately, this agency scenario is all too common. Enough new bu...

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.

WHY ARE WE ALWAYS BEHIND? by Pegi Flahault The staff is always running behind, and you can't seem to find a solution. Before the solution can be determined, the cause must be identified. One po...