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IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...
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MANAGING, TRANSFERRING, AND ACQUIRING FAMILY INSURANCE AGENCIES by Carol Hammes Independent insurance agencies are often family businesses. Many current owners took over the agency from t...
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DOCUMENT EVERYTHING! by Grace Bauer Document every phone call, visit, and staff conversation - to, from, or about an insured or otherwise pertaining to a particular account. Whether ...
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WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...
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DEVELOP JOB PERFORMANCE STANDARDS by Troy Campbell Successful companies have documented expectations of their associates' performance. They also have staff members who continually strive to do thei...
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THIS NICHE IS A GOLD MINE! by Bill Cates Heres a niche that just about any financial professional can target - with great results. Salespeople! What makes salespeople a good...
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THE SEVEN DEADLY SINS OF MARKETING by John Graham Quite often, the problem is that companies fall into a marketing trap. In this article, John Graham explores the seven most likely reasons wh...
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CREATIVE CUSTOMER SERVICE HOURS by Mary Beth Bolen Agencies have traditionally operated as other offices do. The Monday-through-Friday, 9-to-5 workday, designed for administrative operations, ...
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CERTIFICATES OF INSURANCE: BEST PRACTICES by Curtis Pearsall Certificates of insurance have been around for a long time. So why, after all these years, are they causing such an uproar? At...
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How Healthy Are Your Agency's Finances? by Tom Doran To keep your agency finances sound, balance revenue generated (production) with benefits paid. In 1950, there were 16.5 workers pa...