SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

THE NEXT CHALLENGE: CUSTOMIZED DISTRIBUTION MODELS As the demand to identify and meet customer needs intensifies, the insurance industry is being challenged to respond with customized, multiple-...

UNDERSTAND YOUR E-MAIL: XOBNI by Steve Anderson A new, free plug-in module for Outlook called Xobni (pronounced 'ZOB-nee,' which is inbox spelled backwards) adds some social-networking ...

USING SOCIAL NETWORKS TO MARKET by Steve Anderson Steve loved to dazzle his high school science students with cool and unusual experiments. One of his favorite experiments was to drop a c...