lsquo;POWER SHIFT - NICHE MARKETING IN TODAYS WORLD by Mike Manes This article by Mike Manes is the setup for an argument on niche marketing. Manes relies on a...

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

FULL CIRCLE MARKETING by Mike Manes Your agencys marketing program should answer four key questions. Life is a Circle Marketing is about Life! At a...

How a Program was started and how you can start sharing in the success by selling Cyber Insurance Bundled with Data Security Services

LEARNING PLANS FOR CSRs by Mary Beth Bolen Customer service is a dynamic, changing field. A stick-in-the-mud agency that clings to outdated practices often stays right where it started - in the ...

MANAGING, TRANSFERRING, AND ACQUIRING FAMILY INSURANCE AGENCIES by Carol Hammes Independent insurance agencies are often family businesses. Many current owners took over the agency from t...

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

STAFF MEETINGS 101 by the IIABA Virtual Faculty In general, virtually all agencies should have periodic staff meetings. Unfortunately, too often these meetings are unproductive. According to one ...

SUCCESS STORY MARKETING by E. Al Diamond Last week, I got a notice from my real estate broker announcing that she had just sold another house in my neighborhood. Then I realized that...

THE GENERATION GAP AT WORK: HOW BOOMER OWNERS MUST DEAL WITH GEN X EMPLOYEES by Al Diamond To explain how the older 'boomer' generation must relate to its successor, 'Generati...