FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 2 Q: I recently heard of a database that keeps track of health practitioners who've been convicted of crimes and/or subjected to adverse ...

DATABASE MARKETING - HIGH-TECH SELLING by David Beaton Looking for ways to improve sales and profits? A technique that many brokers are finding very effective is ...

Your client and prospect databases are valuable resources that could cost the agency a bundle if they fell into the wrong hands. Yet under federal copyright law,...

HOW TO FIND GOOD QUALIFIED PROSPECTS by Stephen Anderson One of the key ingredients for a successful marketing program ...

MAKING A SALE VS. HAVING A CUSTOMER excerpted from an article by Stephen Anderson While you as a CSR might not be directly responsible for selling new business, you are often asked to hel...

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.

OUT OF THIS WORLD: TAKING ADVANTAGE OF NEW TECHNOLOGY (PART I) by Steve Anderson This article (first in a two-part series by Steve Anderson) provides an update on some of the ...

PROTECT PRIVATE INFORMATION FROM OUTSIDERS AND INSIDERS! by Steve Anderson Steve Anderson presents three recent events that demonstrate clearly that protecting the privacy of cli...

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 ...

TECHNOLOGY AND THE AGENCY: A PRIMER by Ken Buehler Recently I met with an agency that had a state-of-the-art computer system. The system did everything, and then some! ACORD certificates, bind...