A BALANCED APPROACH TO MARKETING by Steve Anderson Just like you, each week I receive e-mails and read articles from different business and marketing experts. A common theme Ive no...

ARE YOU A PRODUCER OR A CSR? by Grace Bauer There are plenty of producers out there who are really CSRs. Are you one of ...

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

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

I spent many years coaching high school football. Whenever a team was underperforming, we went back to basics: blocking and tackling. If your agency’s sales and retention are suffering from the current economy, or if you wish to enhance your performance, it’s time to reinforce the fundamentals of any sales organization: asking for referrals and developing accounts.