We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

TARGET PROSPECTS Dear (Customer Name): When was the last time you had your Homeowners insurance reviewed? Even if it was as recent as a year ago, your policy could be outdated. For example, have yo...

X-dating is the name of the game. If you anticipate to grow; if you expect to even maintain last year's volume in this price cutting market; then you'd better believe X-dating is a must.

Expiration Date! Renewal Date! Anniversary Date! Call it whatever you wish. But without a pocket full of X-dates, you are "whistling Dixie" while some direct writer or, even worse, your fellow association contemporary, is marching off with your share of the market.