DIRECT SALES EFFORTS TO POSITIVE GOALS While theres no magic formula for success, your agencycan improve its chance of profitability by implementing a more discipline...

EXTERNAL GROWTH WITH SUCCESSFUL ACQUISITIONS by Carol Hammes Be prepared to do an acquisition before the opportunity presents itself. INTRODUCTION Most agencies will have the opportu...

GETTING IT STRAIGHT
Marketing may be second nature in large companies, but smaller firms tend to have a tough time implementing, managing, and monitoring an effective marketing strategy. The title of 'marketing director' is often conferred on the person designated to answer requests for sales literature, or the title is added as an afterthought to the role of the sales manager who thinks that marketing is just an alternative spelling of 'sales.'

HEY BOSS, DID YOU EVER CONSIDER BECOMING A COACH? by Frank Herberg Boss, manager, supervisor. We've all had great ones, and some less than great. Some, especially the newly elevated...

IMPROVING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secre...

INCREASING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secr...

MEETINGS, MEETINGS, MEETINGS! by Grace Bauer 'Meetings, meetings, meetings! How do they expect me to get anything done if I have to attend meetings all the time? I can't believe how many ...

QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...