$200,000 GROSS COMMISSION PER PRODUCER: DREAM OR REALITY? by Chris Burand Whats your agencys break-even point for producers? Does $200,000 sound high? Read this document b...

10 TIPS TO GARNER QUALITY REFERRALS by Bill Cates In this document, Bill Cates offers 10 tips you can act on quickly that will start to increase your flow of quality...

The goal in business is to outdistance the competition and make profitable sales by producing more customer-friendly products or services. To reach this goal, you need an advantage to improve your batting average-but it's getting more difficult and complicated to obtain this advantage, let alone keep it.

A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...

A MARKETING MINDSET CREATES CUSTOMERS by John Graham As the insurance organizations marketing meeting began, the president stated, We need more sales. This might see...

ABC COMPANY MANAGERS FAMILY RISK ANALYSIS Dear NAME: Our commitment to you doesnt end with protecting your business assets. Your managers are essential to your business. To...

AGENCY ACQUISITIONS: BUYER BEWARE! by Sharon Cunningham Dont overpay for an acquisition! When Quaker Oats purchased Snapple Beverage Company in 1994 for $1.4 billion, they...

ARE YOU MEMORABLE? by Emily Huling There's nothing more flattering than being remembered - for the right reasons, of course. Why do some individuals always leave a favorable, unforgettab...

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

Did you know that ...THE MAJORITY OF YOUR FELLOW DRIVERS HAVE HAD FEW OR NO ACCIDENTS WHILE DRIVING THEIR CARS?! In fact, The Insurance Institute...