Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

TWELVE GOOD EXCUSES FOR SENDING A NEWS RELEASE by George Nordhaus 1) Your agency has a birthday-an anniversary of its founding. 2) Someone new is hired, or you promote s...