With the dawn of every new media technology comes the fear on the part of agents that their customers will either find a new agent or buy insurance direct from the company. In this document, Sam Meyer describes how you're now in a position to encourage your clients and prospects to buy their insurance direct — direct from you!

DO ADVERTISING AND MARKETING WORK? by Al Diamond It never ceases to amaze me. Even though the Independent Agency System is totally sales driven, too many agents do an abysmal job in ma...

GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...

HOW TOPROSPER IN ANY MARKET by Edward Curry You and your companies can work smarter together, regardless of market conditions. During a hard market, some companies impos...

MARKETING TO GENERATION X by Jack Burke Look out, golden agers! Make room, boomers! Are you finally getting a handle on the needs of the senior citizen's market? Did you...

PAYROLL DEDUCTION-THE BENEFIT by Charles Robinson The marketing of insurance in the workplace, allowing employees to pay for the policies by automatic paycheck deductions, is not new. I...

We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.