Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.

SIX WAYS TO TAP INTO THE LIFETIME VALUE OF YOUR CLIENTS by Bill Cates Let me begin with a reminder: The lifetime value of your clients isn't just the business they can do with you over a...

SOLVING CLIENT LIFE INSURANCE PROBLEMS 'A couple is adopting a child from abroad and they have a problem,' reports a P/C agent 'It seems that the adoption agency requires that the child carry Life...

STAFFING & PRODUCTIVITY: HOW DO YOU MEASURE UP? by Judith Newman Is your agency overstaffed - or understaffed? How would you describe your agencys performance: Hi...

SUCCESS STORY MARKETING by E. Al Diamond Last week, I got a notice from my real estate broker announcing that she had just sold another house in my neighborhood. Then I realized that...

THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...

THE WEB: A POTENT COMPETITOR by Chris Burand Internet sales of insurance hasnt conquered our industry, but it is a competitor. How do you combat it? At what price differ...

In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."

WORKING TOGETHER-WITHOUT STRESS by Grace Bauer This week, I received a call from an agency principal, who told me the difficulty he was having getting his employees to work together. We wer...