COMPANY UNDERWRITING COMMUNICATION One advantage of computerization is the ability to mass-produce customized information - letters, application forms, or submissions for quotes....

COMPANY UNDERWRITING COMMUNICATION One advantage of computerization is the ability to mass-produce customized information - letters, application forms, or submissions for quotes. How often have you p...

IF I WERE A MARKETING MANAGER FOR A DAY by Delbert Hawkins Once upon a time, a marketing representative was an ex-underwriter who went into the field because he or she was too youn...

INSURANCE COMPANIES AND AGENCIES: THE PARTNERSHIP DREAM by Carol Hammes A proven way to develop a mutually beneficial relationship with your carriers. Most insurance companies have ...

PRODUCER EQUITY: GOOD IDEA OR BAD? by Al Diamond Never offer equity only in a producers book of business if the goal is to reward a producer for success or to cement the re...

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.