10 STEPS TO OVERCOME COMPETITION by Jack Burke Remember the first time you experienced a Chinese box set? As each box opened to reveal a smaller box, you wondered with childlike curiosi...

The goal in business is to outdistance the competition and make profitable sales by producing more customer-friendly products or services. To reach this goal, you need an advantage to improve your batting average-but it's getting more difficult and complicated to obtain this advantage, let alone keep it.

22 EFFECTIVE WAYS TO OUTMARKET THE COMPETITION by John Graham Outmarketing competitors is easy - if you do it right. This takes a combination of work and savvy, but the results ...

Out-marketing your competitors is easy if you do it right. It takes a combination of work and savvy, but the results can...

CYCLE-UP YOUR MARKETING by Nanci Evarts Check out these solutions to soft-market woes. Shifts in the marketplace are either heralded by agents and brokers with general e...

Many in business have elevated the process of marketing to an almost magical, mystical level, either to help them maintain control, or because they don’t understand the process. In this article, John Graham examines six basic principles that will make marketing work.

DIVIDE SALES DUTIES INTO MARKETING AND SELLING Some CSRs have trouble marketing because they confuse it with selling. The whole concept of persuading a customer to sign an application for a policy ca...

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

FIND OUT WHY YOUR CUSTOMERS LEAVE by Jack Fries It costs about five times more to obtain a new customer than to retain an existing one. Though companies spend thousands of dollars to cr...

IMPROVING PRODUCTIVITY TO INCREASE NEW SALES by Carol Hammes When setting your agency's production goals for the coming year, don't rely on help from the marketplace. In fact, it...