lsquo;DEDICATED AGENCY MANAGEMENT by Chris Burand Once your agency reaches a certain size, dedicated agency management is essential for continued success. Agencies ar...

There may come a time when your agency's communications needs exceed the capabilities of in-house personnel. You want to concentrate on producing new business, developing products, and servicing clients. Who has the time and expertise to create newspaper or radio advertising-or perform the myriad public relations functions necessary to keep your agency in the public eye?

HANDWRITTEN LETTERS - FORWARD TO THE PAST by Jack Burke Writing a monthly column appears much easier than it is! After all, how hard could it be to string 500-600 words together...

PULLING NEW CLIENTS TO THE PROFESSIONAL SERVICES FIRM by John Graham It's taken long enough, but the professional services field has discovered marketing or, perhaps more ...

PUT CUSTOMERS FIRST Without competition, producers would eventually become complacent and ineffective. Competition is necessary for growth. If salespeople had an exclusive product or service with ex...

REPLACING AN OLD POLICY WITH A NEW ONE PART 3 by Richard Weber The previous article in this series reviewed the first two sections of the RQ. In this document, Richard Weber ...

SHARK-PROOF YOUR ACCOUNTS! by David Connolly Use this strategy to insulate newly written accounts against the comeback attack of the incumbent agent. Youve sold y...