Successful marketing of Commercial Lines requires a detailed plan. The first step is to assess where you are right now. In this first of a three-part series, Jack Fries examines the preliminary steps that an agency should take in marketing Commercial Lines.

Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.