HIGHER EXPECTATIONS EQUAL GREATER PROFIT MARGINS by Carol Hammes Greater profit margins and elevated agency values are the direct result of higher levels of productivity attained by...

MANAGEMENT INFORMATION SYSTEMS by E. Al Diamond How do you know if your agency is doing well? Some agents subscribe to the 'checkbook philosophy.' Their answer is, 'If I can pay a...

TWO WAYS TO MEASURE YOUR AGENCYS PRODUCTIVITY by Al Diamond To get an accurate assessment of your agencys progress, evaluate productivity measurements at least once a ...

VIRAL MARKETING: WHAT IS IT AND WHY DO YOU WANT IT? by Patricia Berry Put this powerful techno-marketing technique to work for you. In a recent poll among our opt-in list subscr...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.