In this day of big business chicanery and consumer suspicion (not to mention big business suspicion of consumer chicanery), it might do a CSR good to brush up on ethical...

Linking up Q: How do you eat an elephant? A: One bite at a time. A comprehensive PR campaign can begin with just one activity. In seminars, workshops...

CLAIM PROCEDURAL GUIDELINES by Mary Beth Bolen Of all the things a customer service representative (CSR) does for clients, you and the agency are most directly affected by the clients' receptio...

Open the way to sales success with these three keys to interacting with prospects.

Michael Treacy and Fred Wiersma's book, The Discipline of Market Leaders, presents a compelling explanation of why some companies continually outperform their competitors. Their thesis rests on this premise: If a company is going to achieve and sustain dominance, it must first decide where it will stake its claim in the marketplace and what kind of value it offers customers.

TELEMARKETING: ONE STEP TOWARD SALES EFFICIENCY by Phil Zinkewicz As the agency system strides to be competitive, some agencies find telemarketing pays off. The efficiency of the...

VARIABLE QUESTIONS-AND SOME ANSWERS by Michael Flynn Is Variable Life here to stay? Will Variable Life dominate permanent insurance growth? These are questions many agents-a...