MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevit...

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevitable. Your agency will ...

NO EXCEPTIONS by Grace Bauer 'Harm me once, shame on you. Harm me twice, shame on me.' In other words, we should learn from our mistakes. Better still, learn before you ever make...

O'NEAL, DELHOMME, TOMS, AND DELAHOUSSAYE A GOOD FIT ! by Mike Manes This is the second in a series of articles by Mike Manes on managing organizations and leading people. The fir...

ONLINE EDUCATION FOR RISK AND INSURANCE PROFESSIONALS By Marcus Covas Griffin Communications, Inc. According to a Wall Street Journal article, theres been a dramatic increase in the number o...

OPTIMIZE PRESS RELEASES FOR SEARCH ENGINES by Marcia Yudkin Press releases, when used properly, can attract prospects as effectively as advertising. But do you know how to optimize them for ...

It’s often difficult for an agency to hire an in-house PR specialist. And assigning PR responsibilities to an existing employee has its drawbacks. This document by Henry Stimpson examines the advantages and disadvantages to hiring an out-sourced PR consultant.

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

Dear (Customer Name): How many plumbing, heating, and air conditioning contractors have the knowledge to also be insurance agent...

PRINTERS - FULL COVERAGE PROGRAM Dear (Customer Name): Knowledge and experience . . . that's what you should demand from your insurance agent. Your business is much different from the grocery store...