DATABASE MARKETING - HIGH-TECH SELLING by David Beaton Looking for ways to improve sales and profits? A technique that many brokers are finding very effective is ...

FINDING AGENCY PERSONNEL by John Caswell 'Good help is hard to find.' That old adage has never seemed more true, given the increasing difficulty employers are experiencing when looking to fill an ...

We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

As your agency grows, you will probably recognize the need for the services of a public relations (PR) advisor to help you get media exposure.
To choose the appropriate PR advisor, you should have a good idea of what to expect in the way of services, what you need (or more accurately, want to accomplish), where to look for an advisor, and how to select one. Not an easy task, but it's a lot more manageable if you plan ahead.

STAFFING SMART by Roy Phillips Agency profitability can start with well-trained, well-compensated customer service reps who know their jobs. Reasonable expense ratios can be the difference b...

What we say does matter. Unfortunately, most of us don't listen to the words that we use. They might seem harmless, but what messages are we sending to others about ourselves and how we perform our jobs? In this article, John Graham looks at some of the words and phrases that we all utter on occasion. Very often, we use these phrases as excuses about why something didn't get done.

EMPLOYEE SHORTAGES by Chris Burand According to US Banks December 2000 Simply Business, the U.S. will have 151 million jobs, but only 141 million workers by 2006. Other forecasts...

ITS TIME TO HIRE PRODUCERS! by Preston Diamond With so many people unemployed and others hanging on to jobs with which theyre dissatisfied, it should be easy to find new su...

COMMERCIAL LINES INSURANCE CHECKLIST by Jack Fries Use this checklist by Jack Fries to see which Commercial Lines coverages your clients have, those that they need, and those that you write. ...

Dear (Customer Name): BECAUSE YOU'RE AN IMPORTANT MEMBER OF OUR AGENCY FAMILY . . .I'd like to take a few minutes to discuss your ( ) policy...