Do your sales pitches still resonate with your market? The American psyche is rapidly changing-and new, evolving attitudes...

AGENCY DEVELOPMENT: BIG SPENDERS VS. INVESTORS by Al Diamond Agents come in distinct varieties when it comes to spending money on agency development. Some agents are penny-pinchers, preferring ...

CUT WASTE FROM ADVERTISING This advice on reducing the cost of your advertising program by eliminating 'waste' comes from...

While driving down Boston’s Massachusetts Avenue one Saturday afternoon, it dawned on me that every bus stop shelter along this popular main artery sported advertising signage for Apple’s iPad 2. Assuming that many bus riders were not target customers for a product selling between $500 and nearly $900, the two of us in the car thought that spending advertising dollars at bus stops seemed like a waste of money.

MAKE YOUR AGENCY RUN ON ITS OWN by Grace Bauer In this document, Grace Bauer highlights agency management issues that needed to be checked, and reminds you to make these checks at monthly mee...

MAKE YOUR AGENCY RUN ON ITS OWN by Grace Bauer In this document, Grace Bauer highlights agency management issues that needed to be checked, and reminds you to make these checks at monthly mee...

According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

Call it branding. Call it marketing. Call it whatever you want. But it has the singular objective of motivating the right customer to want to do business with a particular company or to buy a particular product or service. In this document, John Graham lays to rest some common misconceptions on the role of marketing.

PR: A NEW TWIST IN DIRECT MAIL by Jack Burke Government and business have become unusual bedfellows in a unique and exciting direct-mail marketing concept. A joint project involving the aut...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.