Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.

USING PUBLICITY TO ENHANCE YOUR AGENCY'S IMAGE by LuNell Gilliland As money gets tight, many agencies instinctively react by cutting back advertising. To save money, they decrease the si...

COMMERCIAL INSURANCE QUOTATION PROCEDURE There is an old saying that states: 'You never get a second chance at a first impression.' When providing a quotation for a prospect, it is important t...

WORLD-CLASS CUSTOMER SERVICE by Diane Herbert and Pamela Millard What sets your agency apart? What do you do better than othe...

YOURE UNIQUE - SO, SPREAD THE WORD! by Maribeth Kusmeski If your agency were truly unique, your clients would be letting others know. Do they? If youre delivering...