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INSURANCE DIRECT MARKETING by Ed Drake Rather than focusing solely on how to handle business within the agency, managers must direct their focus to marketing prec...
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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...
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THE KEEP/SELL DECISION by Brian Burke Agency owners who are faced with the decision of keeping or selling their agencies can't really explore one of these routes without investi...
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AGENCY BROCHURES: GETTING BACK TO THE BASICS No marketing tool can tell an agency's story better or more effectively convince potential clients to put their trust in you than a b...
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GETTING DOWN TO BUSINESS WITH REFERRAL PROSPECTS by Bill Cates During a referral seminar last week, a participant came up to me at the break with a question. He told me that our Referral...
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USING SOCIAL MEDIA: PROPER PLANNING AND EXECUTION MAKES IT WORK by Curtis Pearsall Youve probably heard the numbers: the overwhelming majority of Americans use some form of social...
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COMPENSATION: MODULE III-B INTRODUCTION Producers and CSRs must be compensated for Life production, but how? It seems there are as many ways to structure a compen...
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HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...
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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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POSITIONING IS AN E&O ISSUE by Phyllis Van Wyhe The way you position yourself with your clients impacts your E&O exposure. Fast Phil sells cheap, hassle-free insurance. He says, ...