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 ...

JOB DESCRIPTION: PRODUCER OBJECTIVE: Under the direction of the production manager, plan, lead, and control personal p...

KEEP CONTROL OF THE AGENCY UNDER CONTROL by Grace Bauer In these times, agency principals and owners are working lean. It's difficult to find good help, and agency numbers force com...

LIFE/HEALTH PROSPECTING & SALES TIPS Here's a sampling of several sterling selling tips from some of the country's greatest Life/Health salespeople: At the close of a session with a friend w...

LOSING THOSE MEETING BLUES by Jack Burke Meeting, noun. 1. A coming together; assembly. 2. A joining. 3. A hostile encounter, as a duel. (Webster's American Dictionary) Meeting, n...

MAKE AGENCY MEETINGS PRODUCTIVE by Jack Fries Have you ever been in a meeting where you didnt know what they were talking about and each minute seemed like an hour? Many...

MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for...

MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for all d...

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

Recently, I came across an interesting column in a national marketing publication. The writer indicated that marketing programs don't perform well because of 'business marketers' dogmatic belief that 'selling is the only form of marketing I need to do.''
This is an amazing statement because our experience at Graham Communications is quite different. As we see it, the problem is failing to achieve the benefits of marketing because the emphasis is always on sell, sell, sell.