FOCUSING ON CLIENT OR PROSPECT NEEDS by Mary Beth Bolen There's a lot of talk about niche marketing or target marketing today. Many speakers feel that it's imperative to find a certain niche i...

HOW TO INFLUENCE YOUR CLIENTS by Michael Lovas In the 2000 Presidential campaign, a huge uproar erupted about politicians using subliminal advertising. Allegedly, the Republican Party cre...

SUCCESSFULLY GOING BROKE by Roy Phillips Various studies conducted by an aggregate of trade groups report that insurance agencies and brokerages suffer from inconsistencies in manag...