MORTGAGE-FREE HOME PROTECTION PROGRAM A 'MORTGAGE-FREE' HOME Dear (Customer Name): We talk to many clients who are concerned about the mortgage of their homes should they suddenl...

SUPERMARKETS - 'OFF THE SHELF' INSURANCE Dear (Customer Name): INSURANCE? IT'S ON AISLE FOUR, NEXT TO CANNED GOODS. Yes, we know you don't sell insurance at ( ). The value of an adequ...

THE FACTS OF LIFE ABOUT PERSONAL LINES - AND HAVING A WELL-TRAINED STAFF by E. Al Diamond Now more than ever, the generation of Personal Lines as a viable part of your agency will be depen...

HIGHER EXPECTATIONS EQUAL GREATER PROFIT MARGINS by Carol Hammes Greater profit margins and elevated agency values are the direct result of higher levels of productivity attained by...

Service seems to be a catch-all word for whatever seems to be lacking in our agencies. Most of us have identified service areas as most important...

EMPLOYEE BENEFITS Dear (Customer Name), The cornerstone of any good business is quality employees. And to retain these hardworking employees, you need to offer more than a competitive salary. The (...

CEMENT RELATIONSHIPS TO BUILD RETENTION Service today should center on building lasting relationships-with the customer and with the companies the agency represents. Two fundamental types of CSR con...

THE PERFECT EMPLOYEE BENEFIT PLAN by Michael M. Flynn, CLU What is the perfect employee benefit plan? Is it one whose cost is so low, that if given as a salary increase the e...

This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

IF I WERE MARKETING MANAGER FOR A DAY by Janis Williamson, CPCU, CPIW The role of the marketing manager is quite different than it has ever been before because the marketplace is li...