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LEARNING PLANS FOR CSRs by Mary Beth Bolen Customer service is a dynamic, changing field. A stick-in-the-mud agency that clings to outdated practices often stays right where it started - in the ...
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ENHANCE YOUR AGENCY'S WEB SITE! by Steve Brightbill In the impersonal marketing environment of the Internet, injecting your agency's personality into your Web site enhances you...
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HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY: INTRODUCTION - PART III by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle the Biggest Eve...
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The preceding article examined five common agency marketing mistakes, together with remedies for these errors. This second in a two-part series by John Graham provides a list of five more mistakes and the reality checks that can overcome them.
Mistake #6. Failure to base decisions on fact. Marketing isn't about what you want to sell; it's about what someone wants to buy.
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HIRING THE RIGHT PRODUCER ...
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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 the 50 percent to...
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COMPREHENSIVE GENERAL Dear (Customer Name): HOW MUCH TIME DO YOU HAVE TO THINK ABOUT INSURANCE? Probably not a lot, because you have a business to run. When you deal with (Your Agency Nam...
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FIFTY YEARS' EXPERIENCE IN HOMEOWNERS Dear (Customer Name), This may come as a surprise to you ... in the next few days, your banker might spend a substantial number of your hard-earned dollars (ve...
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OWNERSHIP OF A PRODUCER'S BOOK: A BETTER WAY by Larry Morrison and Gary Jacobson Some agencies choose to offer key producers an 'ownership' interest in the producer's b...
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TOTAL ACCOUNT SELLING TO PRESENT CUSTOMERS Dear (Customer Name): WE VALUE YOUR BUSINESS! (Your Agency Name) is proud to have you as a customer. You've been with us for many years, and we...