SWEAT THE SMALL STUFF: SUCCEEDING BY SERVING THE CUSTOMER by Jack Burke The top-selling book Don't Sweat The Small Stuff gave me pause to think. Many businesses today aren't sweating the...

TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...

Although the reasons to plan are as endless as the individual needs of each agency, there are a number of common factors. Jack Fries reviews the importance of planning to your agency's success.

THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...

THE SEVEN DEADLY SINS OF MARKETING by John Graham Quite often, the problem is that companies fall into a marketing trap. In this article, John Graham explores the seven most likely reasons wh...

THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the...

TIPS ON WRITING SALES LETTERS Sales letters have many purposes: to sell a specific product, to sell the agency image, to keep customers informed of new coverage options, to complement service f...

TIPS TO HARNESS THE POWER OF THE MASTERMIND by Bill Cates If there is one book responsible for creating more millionaires than any other, my guess is it would have to be Think and Grow Ri...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

UNLEASHING THE POWER OF CUSTOMER CARE by JoAnna Brandi Do we know who our customers really are? Do we know why they really buy from us? Do we know what their needs and desires are? Do...