HOW TO FIND GOOD QUALIFIED PROSPECTS by Stephen Anderson One of the key ingredients for a successful marketing program ...

INDEPENDENT AGENCIES ON SLIPPERY SLOPES? by Victoria Sonshine Pasher There's no letup yet for the independent agency squeeze that's persisted throughout the 1990s. Facing numerous challenges, agen...

SALES & MARKETING: MODULE IV INTRODUCTION The material in this module gives you suggested step-by-step approaches to selling Life insurance, explaining in depth e...

THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...

THE PHONE: CURSE OR COMMISSION INCREASE? by Preston Diamond You conduct 60% of your business over the phone-but how many of you actively practice phone courtesy and technique? Having worked...

It's amazing to think that the first commercial radio station didn't go on the air until 1920 -- KDKA in Pittsburgh for trivia buffs. From that modest beginning, radio has grown to be a ubiquitous presence in our lives.

It wakes you up in the morning and gives you the news. You get in the car, and you probably turn on the radio. It goes to the beach, the ballpark, and the office. It gives everything from "heavy metal" to talk shows to Bach.

USING PUBLICITY TO ENHANCE YOUR AGENCY'S IMAGE by LuNell Gilliland As money gets tight, many agencies instinctively react by cutting back advertising. To save money, they decrease the si...

WHAT DO CUSTOMERS WANT? by Chris Burand Visitors to www.ebix.com , an insurance portal Web site, were asked what their top concern was in purchasing insurance. As many as 56% of respond...