Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...