INSURANCE DISTRIBUTION TRENDS AND THE EFFECTS OF CHANGE It's remarkable that the insurance industry has experienced only evolutionary - not revolutionary - change in its structure, processes, s...

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

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.

THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...

THE WEB: A POTENT COMPETITOR by Chris Burand Internet sales of insurance hasnt conquered our industry, but it is a competitor. How do you combat it? At what price differ...