ARE YOUR CSRsSELLING MORE YET? by Grace Bauer Are you maximizing your agencys ability to touch your clients? In this article Grace Bauer offers guidelines t...

BANK LESSONS FROM JOINT VENTURES AND AGENCY ACQUISITIONS by Robert Smith The trade press has been filled over the course of the past two years with announcements of banks entering the agen...

CLUSTERS - ARE THEY RIGHT FOR YOU? by Val Jordan As an independent agent, you know that it's becoming increasingly difficult to find products and services. Carriers have incr...

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.

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...

Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

SEVEN MARKETING BLUNDERS AND HOW YOU CAN AVOID THEM by Craig Huey BLUNDER #1: Using 'image' advertising instead of direct-response advertising. This is the number-one mistake made ...