REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

DIVING INTO INTERNET MARKETING by Steve Anderson Consumers' buying and shopping habits have changed. Think about what you do when you're thinking of buying a new product or service. For...

Whether you refer to them as trade secrets, books of business, or expirations, the major asset of an insurance age...

MARKETING CLUSTERS - A MEANS OF GROWTH AND SURVIVAL by Jack Fries The benefits, drawbacks, and formation of a marketing cluster. Clustering has been around for ...

WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...

ADVICE ON DEVELOPING A PRODUCER RECRUITMENT PROGRAM 'What advice would you offer an independent agency on a step-by-step basis, for deve...

14 TIPS FOR SENDING EFFECTIVE PRESS RELEASES by John Hewitt Know whom to send it to, not just where. Find out who the editor or reporter is for the section you want your release to a...

CREATE A MARKETING SYSTEM by Steve Anderson Ive been thinking a lot lately about how important a successful marketing program is for an agencys long-term health. It s...

FINDING MARKETS: THE SPECIALTY PROGRAM CONSULTANT by Andrew Barile While a reinsurance intermediary operates between the ceding insurance company and the reinsurance company market, the...