Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.

THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...

TRIAGE A BACKLOG REDUCTION PROGRAM by E. Al Diamond Backlogged work in an agency can kill productivity and profitability. As it snowballs out of control, you might think that yo...

TWO WAYS TO MEASURE YOUR AGENCYS PRODUCTIVITY by Al Diamond To get an accurate assessment of your agencys progress, evaluate productivity measurements at least once a ...

In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."

No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.

That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.