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'We don't want to be all things to all people,' says one agency manager, 'so we want to identify a niche for Life insurance agents to master. Do you have any suggestions?'
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THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...
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VALUATION AND STRUCTURING OF BUSINESS COMBINATIONS by Carol Hammes There are three key elements that must be considered when valuing and structuring a business combination between insurance agen...
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ONLINE COMMUNICATION: ACCENTUATE THE POSITIVE! by Jack Fries The catastrophe of September 11 has shaken our nation. What can you do to assuage some of the feelings of fear and anxiety ...
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PERSONAL LINES RECORDS INCREASE REVENUE! by Grace Bauer People don't pay much attention to Personal Lines when it comes to account rounding, the yearly renewal review, and new busin...
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ESTABLISHING A MARKETING DEPARTMENT - AND WHO SHOULD RUN IT by Catherine Oak and Bill Schoeffler Agencies that establish an effective centralized marketing department as...
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The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.
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CHANGE SERVICEPROCEDURES THROUGH PARADIGM THINKING by Mary Beth Bolen Paradigms are the rules, standards, and boundaries within which we live and work. With todays volatile e...
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THE WORLDS WORST KEPT SECRET: TRANSITION PLANNING IN INSURANCE AGENCIES by Al Diamond Agencies with Perpetuation Plans to transition management and ownership from o...
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WINDOWS OF OPPORTUNITY: AGENTS ARE FINDING NICHE MARKETS A WAY TO OVERCOME MARKET RESTRICTIONS by Damond Benningfield Competing for prospective clients costs money, with high advertising and m...