EIGHT WAYS TO MAKE DIRECT MARKETING COPY WORK HARDER by Patricia Czech Craft a powerful message that will present your products in the best possible light. In direct marketing camp...

EVERYONE WANTS A WINNER by Tom Barrett As sales and marketing professionals continue conversations about increasing productivity, decreasing expenses, and boosting sales, the same c...

We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

It seems as if we all need a good, old-fashioned whack on the head to get our attention. This is a moment when businesses need to connect with the business end of a two-by-four.
Change is in the wind. If there's one lesson the last decade or so has taught us, it's that there's a new economy, and it's global, integrated, and interdependent.

PRODUCER COMPENSATION: YOU GET WHAT YOU PAY FOR by Pamela Millard In spite of the continuing soft market (the permanent soft market?) and the troubling economy, there are opportunities fo...

PRODUCER RELATIONS by Carol Hammes Despite tough market conditions and economic recessions, some insurance agencies are thriving. While the average agency has grown at an annual r...

PRODUCERS AS PROFIT CENTERS by Diane Herbert and Pamela Millard Sales is the lifeblood of your agency, and your sales force is one of the biggest investments in your agency you...