JOB DESCRIPTION: SALES CENTER MANAGER OBJECTIVE: Under the direction of the marketing manager, organize, plan, lead and control the sales center to assist in administration of an ef...

The major goal of any agency or brokerage can be expressed in just one word: survival.
The mounting failures involving seemingly strong, well-established businesses that have been around for 15 to 75 years are of great concern.
The time has come for agencies and brokerages to take immediate action in order to survive a protracted economic downturn that may extend for several more years in some sectors of business or regions of North America.

MARKETING: NICHES TO RICHES by Michael Jans The advantages of niche marketing are obvious to most agents. It's far easier to create compelling messages to a niche market than it is to c...

NICHE MARKETING: ATTRACTING ASSOCIATIONS GOING CAPTIVE by Raymond T. King, Jr. The letter below recently was received from the executive director of a trade assoc...

SPEED: A NEW ENTITLEMENT by Jack Burke A benefit or a gift can quickly become something the receiver expects to get. Customer satisfaction, for instance, was originally a goal for businesse...

SURVEYS SUBSTANTIATE THEORY: RETENTION EQUALS GROWTH When striving to make an agency grow, most agency managers focus on increasing new business. But it's just as important to address improv...

TARGETING THE ETHNIC CONSUMER by Jack Burke In the marketing field, the debate continues as to which is better, a well-aimed shot with a 22-caliber rifle or a broad spray of buckshot fr...

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...

WINDOWS OF OPPORTUNITY: AGENTS ARE FINDING NICHE MARKETS A WAY TO OVERCOME MARKET RESTRICTIONS by Damond Benningfield Competing for prospective clients costs money, with high advertising and m...