COMPREHENSIVE COVERAGE Dear (Customer Name): WHAT HAVE YOU GOT TO LOSE? Perhaps a lot, if you're relying on an insurance program that's outdated. There comes a time w...

Change — it’s inevitable. A recent article stated that “change is not progress; change is the price we pay for progress.” As consumers, we all want more, better, less costly stuff than we have today. As providers of products and services, we feel that we’re already doing more with less and shouldn’t be expected to sacrifice again. Maxine, the cartoon character, summed it up best when she said, “change is good, as long as I can do what I’ve always done.”

CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...

David and Goliath is no longer news. These days, all a boy needs to kill a big man is a gun instead of a sling and a rock. Similarly, technology has created a new world of competition. A David who understands technology can successfully compete against any corporate Goliath.

As an independent agent, you enjoy a unique potential to cross-sell financial services to your clients. Here’s how to take advantage of this opportunity.

CUSTOMER PROFILING by Al Diamond Although most agency management systems offer the potential to profile customers, relatively few agents complete, update, or use their customer profiles effecti...

CYCLE-UP YOUR MARKETING by Nanci Evarts Check out these solutions to soft-market woes. Shifts in the marketplace are either heralded by agents and brokers with general e...

DEFINE SERVICE TO YOUR CUSTOMERS SERVICE ABOVE AND BEYOND Most agents, when asked by the consumer why he or she should do business with them, will say, 'Because we give great service.' But w...

DESIGN A WORD-OF-MOUTH MARKETING CAMPAIGN by Patricia Berry Many companies mistakenly believe that WOM is just s...

DEVELOP A LEGAL FEE MANAGEMENT STRATEGY BEFORE YOU NEED IT by John Beringer In a significant majority of lawsuits, legal fees outweigh t...