TEN RULES OF E-BUSINESS by Patricia Berry Proven ways to target your end user without face-to-face contact. Relationships matter.The most important e-business soluti...

THE AGENCY 'X-FACTOR' by Al Diamond Why some agencies struggle to succeed, while others glide to success. It seems that we constantly ask ourselves...

THE INTERNAL CYBERTHREAT by Lorelie Masters Cyberthreats from employee actions, whether accidental or intentional, can cripple a business just as surely as a fire...

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.

THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...

In today's knowledge economy, you need well-trained workers to leverage your bottom line. Training can be either technical or emotional...

TWO STEPS TO THE SALE by Bill Cates This article will combined two concepts Ive discussed in the past and apply them to the process of turning prospects into clients. Foresh...

WORKERS COMPENSATION INSURANCE TELEMARKETING SCRIPT CSR: Hello, (PROSPECT NAME). I'm (NAME), with (ABC AGENCY).(PRODUCER NAME), who works with you on your Commercial insurance p...

Over the past 4 years or so, we have been overwhelmed with information regarding social media marketing for use in your agency. Selecting the most direct route for engaging clients and worthwhile prospects...

I spent many years coaching high school football. Whenever a team was underperforming, we went back to basics: blocking and tackling. If your agency’s sales and retention are suffering from the current economy, or if you wish to enhance your performance, it’s time to reinforce the fundamentals of any sales organization: asking for referrals and developing accounts.