PERPETUATION FOR FAMILY AGENCIES by Brian Burke Gifting agency stock can be part of an estate-planning strategy. It can also be an attractive part of the perpetuation of a family...

THE 10 MOST COMMON INSURANCE AGENCY MARKETING MISTAKES: I by John Graham ...

PRODUCTIVE EMPLOYEES by Catherine Oak, CIC, AAI The productivity of employees has a great effect on the profitability of a firm. In an insurance agency, personnel costs are in ...

TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...

IF I WERE A MARKETING MANAGER FOR A DAY by Delbert Hawkins Once upon a time, a marketing representative was an ex-underwriter who went into the field because he or she was too youn...

SEVEN REALLY BIG ONES: TAX SECRETS THE IRS DOESN'T WANT YOU TO KNOW ABOUT AGENCY PERPETUATION by Gary Jacobson and Larry Morrison These secrets are the really big ones. Much bigger...

Customer service begins with thinking like customers.
A good place to start is with language. Thought and language mirror each other, and when the right words are used, the organization begins to behave as if they were true. Use the wrong words and the opposite happens.

EIGHT WAYS TO MAKE DIRECT MARKETING COPY WORK HARDER by Patricia Czech Craft a powerful message that will present your products in the best possible light. In direct marketing camp...

Paying attention to business is one of the major benefits of a recession. Ford figured it out. So did Starbucks by bringing back the founding CEO, closing nearly 1,000 marginal stores and most significantly introducing their own instant coffee. This could be a brilliant move. While proudly passing up their $4 cup of coffee, we take the instant stuff home and keep a little Starbucks in our lives.

IMPROVING PRODUCTIVITY TO INCREASE NEW SALES by Carol Hammes When setting your agency's production goals for the coming year, don't rely on help from the marketplace. In fact, it...