According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

USE BUSINESS ENVELOPES FOR DIRECT MAIL The next time your agency orders its business envelopes, why not use the backside of the envelope for direct-mail appeals? Here's one sugg...