100 EASY WAYS TO BEGIN A SALES LETTER (PART 1) by Herschell Gordon Lewis Every writer knows the one great truth of direct response letter writing. At the moment reading begins, you're ...

ACHIEVING SUCCESS BY DEFINING SERVICE Sometimes defining a problem goes halfway toward solving it. When warring factions spend months to determine the shape of the table for peace talks, for in...

Claims professionals have become aware of the increasing use of Alternative Dispute Resolution (ADR) to re-solve insurance claims disputes.

About 95% of all cases are now resolved without a judge and jury. Insurance companies, once ready to battle most of their cases, are now immersed in a cost-conscious and cost-cutting business environment. Law firms also are feeling the impact of inflation and face the need of obtaining capital quickly. Clients also feel this need and press attorneys for quick action.

ANALYZING CUSTOMER PROBLEMS by Mary Beth Bolen The best customers are your existing customers. Some agree with that statement and some don't. There are some customers you'd probably rather b...

Offering business continuity planning services benefits you and your clients alike.
In theory, business continuity planning is a slow process. Ask a question and wait for the answer, ask the next question and wait again.

BUSINESS INCOME - MASS MAILER Dear (Customer Name): HAVING FIRE INSURANCE MAY NOT BE ENOUGH! Fifty percent of the small businesses that close down because of major property damage never o...

CAN'T WE ALL JUST GET ALONG? by Al Diamond Conflict Resolution in Insurance Agencies You tell your clients and your carriers that your agency staff is not just professional and expert in the...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

Use this “one-two” technique to wedge your way into taking accounts from your competitors.

CREATE WEALTH BY SHARING IT by John Jaques Over the last several years, I've noticed that higher-value, faster-growing, and superior-profit agencies have a strong willingness to sh...