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...

BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...

COVENANTS NOT TO COMPETE by E.J. Leverett Jr., Ph.D., CPCU, CLU, Peter Shedd, J.D., and James Trieschmann, Ph.D., CPCU, CLU Abstract: When an agency is sold, frequently an agreeme...

COVENANTS NOT TO COMPETE by E.J. Leverett Jr., Ph.D., CPCU, CLU, Peter Shedd, J.D., and James Trieschmann, Ph.D., CPCU, CLU Abstract: When an agency is sold, frequently an agreem...

CROSS-SELLING: WHAT WENT WRONG? by Jack Burke Why don't agencies invest more energy in cross marketing additional policies to existing customers? ...

Developing new business is an integral part of every insurance agent’s regimen. There are endless ways to go about looking for new business. Jack Fries explains why successful agents must know how to focus their efforts to engage in the most efficient methods possible.

Times have certainly changed. It wasn’t so long ago that you could open your doors and find a steady stream of customers ready to buy whatever you offered them. If they liked your company, they were loyal 'customers for life.'

GET CUSTOMERS TO TOOT YOUR HORN AND BUILD YOUR BOTTOM LINE by Jack Fries Client testimonials offer a highly effective tool for building your sales and earnings. Marketing ex...

Marketing may be second-nature in large companies, but smaller firms often have a tough time implementing, managing, and monitoring an effective marketing strategy. The 'marketing director' title is often conferred on the person designated to answer requests for sales literature, or given as an afterthought to the sales manager (who thinks that marketing is just another way of spelling s-a-l-e-s).

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...