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

DISCOVER YOUR VALUE-ABILITY by Mitchell Axelrod 'What you see is what you get.' Flip Wilson Since he was 'involuntarily' retired at age 56, after one term as president, Jimmy Cart...

DO ADVERTISING AND MARKETING WORK? by Al Diamond It never ceases to amaze me. Even though the Independent Agency System is totally sales driven, too many agents do an abysmal job in ma...

DUE DILIGENCE ISNT A STRATEGY! PARALYSIS BY ANALYSIS by Mike Manes Due diligence is a process that allows everyone involved to CYA (a military term that means 'cover your ass...

EFFECTIVE GOAL REACHING by Randy Schwantz Follow this four-step planning strategy to reach your goals. The key to achieving anything is to have a plan. More important, you need a ...

The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

EXCELLENCE: TURN UP THE HEAT! by Don Phin How to transform your agency from good to great. Greatness an...

EXPLAIN HIGH PRICES Dear (Customer Name): UP, UP, AND AWAY . . . unfortunately, that's where insurance costs seem to be heading these days. More and more people are suing America...

FEAR OF CHANGE: A CONUNDRUM by Jack Burke 'Progress is a wonderful thing -- it's change I hate.' --Mark Twain Change is inevitable. In today's world, it has even be...