YOUR WEB STRATEGY MUST CHANGE by Steve Anderson Go to your agencys Web site and look at the home page. Put yourself in the mind of a random person who doesnt know your agenc...

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...

$50 MILLION LIFE INSURANCE SALES STARTS WITH P/C AGENTS Life agents can learn much from the following Life case written by a mother-daughter team. It all started, the agents said, when another agent...

DISASTER PLANNING FOR AGENTS by Steve Anderson If we arent prepared to deal with a disasters effects on our own operations, we wont be in a position to help our cli...

25 MARKETING IDEAS YOUVE (PROBABLY) NEVER CONSIDERED USING BEFORE by Tom Baker Do you ever come up blank when trying to think of creative ways to grow your agency? Believe ...

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

BACKLOG! ARE YOU KEEPING UP? by Grace Bauer Does your office have a serious backlog problem? If you answered 'no' to this question, think again! Most of the offices I talk to every...

In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

HOW TO BUILD YOUR PERSONAL LINES BOOK, PART II by Peter Van Aartrijk Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent a...

WORKERS COMPENSATION INSURANCE TELEMARKETING SCRIPT CSR: Hello, (PROSPECT NAME). I'm (NAME), with (ABC AGENCY).(PRODUCER NAME), who works with you on your Commercial insurance p...