AGENCY CLUSTER PROFILE Before entering into a cluster agreement with anyone, have them fill out this worksheet . This will help you decide if the prospective agency is compatible with your ...

BEYOND THE 'ALPHA SPLIT': NEW WAYS TO DISTRIBUTE WORK LOADS by Raymond Keating Check out these alternatives to the traditional alpha split of Commercial Lines service. A cus...

After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

DEVELOPING A MARKETING PLAN (IN A DISTRESSED AGENCY) by Ken Buehler It is an uphill battle for a distressed agency to get back on track and sustain any level of growth if it f...

JOB DESCRIPTION: MARKETING MANAGER OBJECTIVE: Under the direction of the agency manager, plan, lead and control an effective marketing function to ensure the development, maintenance and gr...

JOB DESCRIPTION: MARKETING MANAGER OBJECTIVE: Under the direction of the agency manager, plan, lead and control an effective marketing function to ensure the development, maintenance and gr...

OBJECTIVE: Under the direction of the agency manager, plan, lead and control an effective sales function to ensure the development,...

JOB DESCRIPTION: SALES CENTER MANAGER OBJECTIVE: Under the direction of the marketing manager, organize, plan, lead and control the sales center to assist in administration of an ef...

KEEPING AHEAD VS. KEEPING UP by Jack Burke Through the years, businesspeople have spoken the language of proactive marketing while implementing strategies th...

NEW WAYS TO DISTRIBUTE WORK LOADS A customer's name shouldn't matter when they're calling for assistance! Most CSRs have an assigned section of the alphabet for which they are responsib...