BOOST AGENCY VALUE BY WINNING THE WAR FOR TALENT by Bobby Reagan The future of your agency depends on attracting and retaining qualified and capable producers. There are plenty of &...

CUSTOMER SERVICE AS PROFIT CENTER by G. Edward Kalbaugh In a service business, customer relationships fuel the engine of sales. This tenet is especially important for insurance agents, whose...

CYBERSECURITY: OPPORTUNITIES FOR AGENTS by G. Edward Kalbaugh The U.S. Governments recent approval of more than $330 billion for Homeland Defense will fuel unprecedented expendit...

DO YOU REALLY CARE ABOUT YOUR CUSTOMERS? by Emily Huling Well, of course you care about your customers! At least, you believe you do. How do you show it? If you're like most of the sales...

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?

E-MAIL NEWSLETTERS by Patricia Czech How to get the most out of this high-tech customer communications tool. Yes, you can send out an e-mail advertisement, but why do so when...

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

FORMING RICHER CLIENT RELATIONSHIPS: THE CRM SOLUTION by Patricia Czech In the shallow end of the pool, the little tykes are splashing around with their water wings. You wade in waist h...

FRONT-LINE EMPLOYEES: CRITICAL TO SUCCESS by Emily Huling CSRs can make or break your retention rate. In this document, Emily Huling discusses the proper methods for hiring, tra...

HOW TO MAKE SALESPEOPLE MORE EFFECTIVE The challenge for salespeople is to be ahead of the curve, not behind it. by John Graham Not withstanding the value that many salespeople bring to ...