AGENCY VALUATION ISSUES by Roy Phillips More and more banks are entering the insurance industry by buying agencies, leading owners to ponder how to properly determine their agency&...

There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.

EFFICIENCY: HOW TO IMPROVE IT Jason H. Hoeppner, CIC How efficiently do you work every day? This isnt a question we normally ask. Were creatures of habit who we tend to con...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.