ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

WHEN CAN YOU BREAK EVEN? Some producers spend time worrying about the prices they charge without ever learning the prices they have to charge to break even. Their own business records, plus a li...

PROMOTE EXPERTISE & SERVICE Dear (Customer Name): Have you ever worried that you might not have insurance to protect everything you think needs protecting? Let (Your Agency Name) do the worrying fo...

TAKE CHARGE OF CARRIER PLANNING by John Jaques When looking at profit improvement, most agency owners analyze and plan for new production, client service, staffin...

EMPLOYEE ASSISTANCE PROGRAMS, 2 by Bill Grieb Employees are valuable resources. They are also human beings, which means they have problems that may affect their performance on the jo...

TARGET CORPORATIONS Dear (Customer Name): What do IBM and Exxon-Mobil Corporation have in common? An organized risk management team to show them the best ways to protect their assets. Professional ...

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.

Most people have heard remarkable stories about the power of beliefs. A man achieves greatness despite a score of disadvantages simply because he believes he is destined to achieve greatness. A woman is cured of an allegedly terminal illness when she believes that a cure is possible. A child does exceptionally well in school after learning of his parents’ complete belief in his abilities — despite being a poor performer in the past.

SMALL THINGS THAT MAKE CUSTOMERS FEEL GOOD Writing in Business Marketing, Kenneth Tupper, president, Revelle International, Miami, provides succinct tips about how to show customers you care about th...

BASIC STEPS FOR PUBLICITY 1. Choose only one person from your agency or organization to contact news media. Two persons contacting the same newspaper editor or program director will create confl...

DEMAND CAREFUL POLICY REVIEW Because insurance policies are legal documents, some risk managers might assume that theyve been subject to meticulous examination by the insurer and the bro...