CHOOSING THE RIGHT MARKET FOR YOUR AGENCIES by Janet Lewis After the work that goes into finding and qualifying prospects, getting in the door, and gathering the proper data to quot...

The determination of adequate compensation levels for the staff is one of the most difficult issues...

CREATING SAFE AND EFFECTIVE INTRODUCTIONS by Bill Cates If youve been following my strategies for a while, you know that I view the word referrals as a for int...

Developing new business is an integral part of every insurance agent’s regimen. There are endless ways to go about looking for new business. Jack Fries explains why successful agents must know how to focus their efforts to engage in the most efficient methods possible.

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...

E-MAIL: THE CARDINAL RULES by Ellen Lubin-Sherman One of the secrets of modern life lies in knowing how to handle todays online technology (combining high tech with high tou...

EXPLAINS HARD MARKET Dear (Customer Name): You've probably noticed that your insurance rates have increased. It's nothing personal. The insurance industry is in what is ...

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

FOCUSING ON TARGET MARKETS by Al Diamond 'Target marketing' became the buzz phrase of the '90s, yet successful agents were targeting markets for years before. Why? Because it work...