When a bank buys an insurance agency it's a marriage made in heaven. At least, it seems that way. On the agency side, principals have the opportunity to cash out at a time when values are declining. For those wanting to remain in the business, a bank offers a needed infusion of capital.

'We were all raised by mothers who told us we had one chance to make a first impression,' Sen. Christopher Dodd of Connecticut once said. He added, 'And a first impression can last you awhile.' It’s all about first impressions making them and responding to them.

Why all the concern with first impressions? Why do we believe that the first contact makes such a difference? 'No one gets a second chance at making a first impression' — true, or just popular business lore? John Graham looks for the answers in this document.

PRODUCERS NEED MEDIA EXPOSURE Because of constant change and information overload, producers need ongoing media exposure that breaks through the psychological barriers consumers erect. Constant chan...

THE ONE-MINUTE MARKETER by Mike Manes 'I expect to pay more to get less.' You wouldnt expect to hear this from your customers that often. Yet Mike Manes manages to derive ...

TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...

If you think your message will reach the decision-makers you want to target, without deliberate assistance on your part-you're in for a nasty surprise. Welcome to business communications in the '90s.