TARGETING THE ETHNIC CONSUMER by Jack Burke In the marketing field, the debate continues as to which is better, a well-aimed shot with a 22-caliber rifle or a broad spray of buckshot fr...

OFFENSE OR DEFENSE? CONVERTING MANAGEMENT PROBLEMS TO OPPORTUNITIES by Virginia Bates The great teams in any sport succeed with a great offense that gets them points. While they ne...

Procrastination is the greatest labor-saving device ever invented. Agency owners look at various changes they can make in their agency and say, 'This is a great idea and I’ll implement it as soon as I can get around to it.' In this document, Jack Fries suggests that you eliminate the talk and resolve to take action in the New Year — and watch your profits grow.

REFERRALS: LETS TALK lsquo;BOOK VALUE by Gil Simonds In the last article, after talking about how to avoid getting referrals that were less than desirable, I noted that...

HOW TO BUY, SELL, MERGE OR PERPETUATE PART VI A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency by Larry Morrison and Gary Jacobson Edito...

PRODUCER SUCCESS LESSON 3:

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

SALES PERSONS/SAMPLES Dear (Customer Name): THESE SAMPLES AREN'T FREE! You have a lot of money tied up in the samples your salespeople display. When they take their samples on the road, ...

Headlines in trade magazines and major newspapers announce thrift charters being approved for insurance companies, agreements being reached between federal bank regulators and state insurance departments, and financial services reform. In many ways, banks continue to increased their involvement in the Property/Casualty insurance market.

The alert raised in Washington, D.C., on May 10, 2005, when a light plane mistakenly flew into restricted airspace sent thousands of people fleeing from the U.S. Capitol and the White House. Once the buildings were evacuated, however, most people were unsure of where to go or what to do. Bill Kliewer discusses the need for personal contingency plans in cases of emergency.

JOB DESCRIPTION: PRODUCER OBJECTIVE: Under the direction of the production manager, plan, lead, and control personal p...