LOSS CONTROL SERVICES LETTER Use this letter to prospect for offering loss control services. Dear CUSTOMER NAME: If you read the newspapers, you know the problems that most...

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

MAXIMIZE YOUR INTERNET PRESENCE! by Steve Anderson In an earlier article, I introduced the concept of Internet presence. To refresh your memory, heres what I said: For pas...

MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...

ONLINE INVOICES GET PAID TWICE AS FAST by Steve Anderson Web-based invoices that give recipients the option to pay online result in payments being made twice as fast as those that don...

PERSONAL UMBRELLA LIABILITY Dear (Customer Name), Thank you for the privilege and responsibility of handling your Personal insurance program. Part of our responsibility is making ...

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

PROFILE CHECKSHEET OFAGENCY HEADING TOWARD BANKRUPTCY by Chris Burand How healthy is your agency? This checksheet and financial analysis criteria can give you the answer. Use thes...

SPENDING ON TOMORROW HITS TODAY'S BOTTOM LINE by Diane Herbert and Pamela Millard The term, 'revenue per employee' is a widely accepted measure of an agency's performance. It's calcula...

SUPERMARKETS - 'OFF THE SHELF' INSURANCE Dear (Customer Name): INSURANCE? IT'S ON AISLE FOUR, NEXT TO CANNED GOODS. Yes, we know you don't sell insurance at ( ). The value of an adequ...