PUBLIC RELATIONS AND SELLING: HOW TO BE A MODEST SELF-PROMOTER by Rob Keane 'Articles, not advertisements.' This is the first rule I learned in journalism school. Eight years later, I made t...

It's popular to hate the press these days. Between visions of Princess Diana's mangled black sedan and MSNBC's apparent broadcasting credo of 'all Monica, all the time,' it's easy to see why. Many who don't go so far as to hate the press still distrust it, thinking that a broadcaster's emotional ties begin and end with the Nielsen ratings. Again, given today's programming, this isn't difficult to understand.

SCHEDULING INTERNAL COMMUNICATIONS by Jack Burke It's 5 p.m. Your 'to do' list looks almost as long as it did this morning. There's a 7 a.m. meeting in the morning and your spouse jus...

SETTING APPOINTMENTS WITH QUALIFIED PROSPECTS TELEMARKETING SCRIPT Producer: Hello (PROSPECT NAME), my name is (NAME). I am with (ABC AGENCY) insurance. Several months ago we spoke brief...

SUPERMARKETS - 'OFF THE SHELF' INSURANCE Dear (Customer Name): INSURANCE? IT'S ON AISLE FOUR, NEXT TO CANNED GOODS. Yes, we know you don't sell insurance at ( ). The value of an adequ...

TARGET BOP PROSPECTS Dear (Customer Name): Imagine designing the perfect Business insurance policy. You'd probably insist on: A comprehensive, inclusive policy with no loopholes. ...

TEN STRATEGIES TO AVOID THE BRUSHOFF FROM NEW REFERRAL PROSPECTS by Bill Cates Even referral prospects can give you the brush of if you dont approach them properly. Here are a ...

Testing your disaster plan is about the only way to ensure that the plan is complete, accurate, functional, and up to date. Testing will also...

THE ART OF DISCLOSURE by Jack Burke Disclosure in the insurance industry is a reality. Everybodys going to have to do it. Jack Burke recommends that you take a deep breath and start di...

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.