The 'Jones Agency' (a fictitious name for a real agency) presented itself as a Multi-line P/C agency. 'Auto-Home-Life-Health-Business Insurance' were proclaimed on its...

CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...

DEVELOP A LEGAL FEE MANAGEMENT STRATEGY BEFORE YOU NEED IT by John Beringer In a significant majority of lawsuits, legal fees outweigh t...

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

ELECTRICAL CONTRACTORS - ELECTRICIANS NEED SPECIAL CARE Dear (Customer Name): As an electrical contractor, you have special insurance needs - requirements the average insurance agency just doe...

Whether children or adults, people will live up to others' expectations of them. What are your employee evaluations telling your employees? How are these appraisals affecting their performance? In this document, Don Phin examines how employees react to performance evaluations, personally and professionally.

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...

GETTING BACK TO BASICS by Andrew J. Byrne Don't let anyone tell you your copy is 'too long' or that 'no one will read all that.' Someti...

HERE'S HOW TO REACH THOSE HARD-TO-GET REFERRALS by Bill Cates Here's a little strategy that you're going to love, because it's so easy to use and so effective. I got this from ...

IDEAS: FROM CONCEPT TO CONCRETE by Mike Manes Legend has it that about 200 B.C., Julius Caesar Bordeaux, sales manager for General Chariots Inc., arrived late for the annual sales meeting. ...