DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

HOW TO EVALUATE AND PAY CSRs By Bill Schoeffler and Catherine Oak The value of a great customer service representative (CSR) can't be underestimated-just ask any agency owner ...

SEE YOU IN THE FUNNY PAGES! by Mike Manes All I need to know about creating the insurance agency of the future I learned from three comic strips. Daddy would often tell me, ...

It's easy to lose sight of the fact that agencies are in the service business. But consider that all agents sell the same product-insurance. Why do some agencies blossom while others wilt? Service and marketing are keys. Too often, getting new customers (through marketing) is emphasized at the expense of keeping customers (through service). You have to do a first-rate job at both to have first-rate growth and to control expenses