Every year sometime after Thanksgiving, my clothes shrink. My newest suit coat no longer buttons, and the pleats of the pants pull tight. This is confusing, because in my mind’s eye, I’m still the lean, mean, fighting machine who completed Army basic training in 1971. The truth is that my clothes are the same size, but the body the fabric must cover has grown and reshaped.

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...

MORTGAGE REDEMPTION Dear (Customer Name): We have been reviewing your records to be sure that you are adequately protected in all areas. We see that you have a mortgage on your home that will run ( ...

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

Dear (Customer Name): It's frightening how quickly things change. Take your insurance policy. You may have signed it yesterday, but it could already be outdated. New legislation...

You are not in control.
Your employees are volunteers.
There's no such thing as a long-term carrier relationship....

THE EIGHT DEADLIEST WORDS AND PHRASES IN INSURANCE by Gary Blake Many of us become so dependent on templates and fill-in-the-blank processes for communicating that we sometimes overlook the ...

VOICEMAIL MESSAGES THAT GET RESULTS Patricia A. Czech The more technology we introduce to help us communicate, the less we actually communicate. Most businesspeople will only return 20% o...