CSR EXTRAORDINAIRE by Mary Beth Bolen Tina Roberts currently works as a CSR for Cosmo Conte at his State Farm Insurance Agency in La Jolla, California-one of the top State Farm agencies in North...

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.

LEARNING PLANS FOR CSRs by Mary Beth Bolen Customer service is a dynamic, changing field. A stick-in-the-mud agency that clings to outdated practices often stays right where it started - in the ...

PAYROLL DEDUCTION-THE BENEFIT by Charles Robinson The marketing of insurance in the workplace, allowing employees to pay for the policies by automatic paycheck deductions, is not new. I...

STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART I by Rob Ekern First in a two-part series, this document by Rob Ekern explains what a Stewardship report is and...

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...

THE ART OF DISCLOSURE by Jack Burke Disclosure in the insurance industry is a reality. Everybodys going to have to do it. Jack Burke recommends that you take a deep breath and start di...