SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

SOLVING CLIENT LIFE INSURANCE PROBLEMS 'A couple is adopting a child from abroad and they have a problem,' reports a P/C agent 'It seems that the adoption agency requires that the child carry Life...

TARGET SPECIFIC INDUSTRIES THERE'S SAFETY (and savings) IN NUMBERS Dear (Customer Name): Did you know that your business can achieve a better safety record and better bargaining p...

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

THE TELEMARKETING CONCEPT Telemarketing separates the prospecting and sales functions in an insurance agency, leading producers more time to sell. Telemarketers spend the majority of the...

Before implementing a telemarketing campaign, several key issues need addressing to be sure your objectives are met.

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART I by Jack Fries and Gary Holgate For your agency to survive, and thrive, youll need to implement effective expense con...

COMMERCIAL INSURANCE RENEWAL PROCEDURE We divide commercial accounts into Regular Commercial Accounts and Special Commercial Accounts. The determination of the classification of the accounts dep...

X-dating is the name of the game. If you anticipate to grow; if you expect to even maintain last year's volume in this price cutting market; then you'd better believe X-dating is a must.

Expiration Date! Renewal Date! Anniversary Date! Call it whatever you wish. But without a pocket full of X-dates, you are "whistling Dixie" while some direct writer or, even worse, your fellow association contemporary, is marching off with your share of the market.