THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...

THE CUSTOMERS OF AN INDEPENDENT INSURANCE AGENCY by Gary Holgate As a consultant, the first questions I ask agency owners concern their customers. This provides me with a feel for the agency and...

Follow these guidelines to develop a comprehensive, effective e-marketing program.
With spam at epidemic levels and phishing and virus attacks threatening the industry, e-marketers face the challenge of getting their messages through to the right audience, while following e-mail marketing best practices.
Although many of the principles that govern print and broadcast media apply to e-mail, e-marketing has its unique set of opportunities and pitfalls. Here is a list of do’s and don’ts to consider:

THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...

THREE PERSPECTIVES ON PERPETUATION MISTAKES 'What is the most common mistake agency principals make during the perpetuation process-and how can they avoid it?' Douglas C. Moat,...

THREE STEPS TO SUCCESSFUL BRANDING by Larry Acord Independent agents often ask, Don't I have to be a large agency t...

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...

WORLD-CLASS CUSTOMER SERVICE by Diane Herbert and Pamela Millard What sets your agency apart? What do you do better than othe...