APPROACHING FRIENDS FOR REFERRALS: I by Bill Cates How do you approach friends, and others, about the work you do to get referrals? One of the challenges is that they haven...

CRIME COVERAGE PROSPECTING Dear (Customer Name): WHO SAYS CRIME DOESN'T PAY? . . . Crime insurance, that's who. Considering the number of small companies that suffer major losses each y...

Many in business have elevated the process of marketing to an almost magical, mystical level, either to help them maintain control, or because they don’t understand the process. In this article, John Graham examines six basic principles that will make marketing work.

Informing clients on their insurance needs.

P.R.: SEPARATE FACT FROM FICTION by Michael Maynard Public relations is often improperly or ineffectively used, giving businesspeople, as well as the public, a warped view of P.R. In th...

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.

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.

PROFESSIONAL SERVICES MARKETING; A STRATEGY FOR PROVIDING CLIENT SATISFACTION by David DePaolo, JD, MBA An Overview Most professional services are highly personal in the nature of...

It's popular to hate the press these days. Between visions of Princess Diana's mangled black sedan and MSNBC's apparent broadcasting credo of 'all Monica, all the time,' it's easy to see why. Many who don't go so far as to hate the press still distrust it, thinking that a broadcaster's emotional ties begin and end with the Nielsen ratings. Again, given today's programming, this isn't difficult to understand.

RESTAURANTS - RESTAURANT SUITS Dear (Customer Name): Do you enjoy scary stories? How about this one: A bartender serves a customer two drinks. The customer leaves in his or her car and is involved i...