EXEMPLARY MARKETING TECHNIQUES TEACH FUNDAMENTAL PRINCIPLES by George Nordhaus The basic lessons of marketing reveal that every product or service experiences three stages: innov...

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

INDEPENDENT AGENCIES ON SLIPPERY SLOPES? by Victoria Sonshine Pasher There's no letup yet for the independent agency squeeze that's persisted throughout the 1990s. Facing numerous challenges, agen...

MARKETING YOUR WEB SITE by Bill Wilson Now that you have your Web site up and running, how do you get new and existing customers to visit? Aside from the fact that it has to offer them s...

SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

USING SOCIAL NETWORKS TO MARKET by Steve Anderson Steve loved to dazzle his high school science students with cool and unusual experiments. One of his favorite experiments was to drop a c...