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WHY IS SELLING SO HARD? by Michael Lovas Actually, its not. The problem is that because many financial advisors and producers dont understand the process, they make it hard ...
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SALVAGING CLIENTS/PROSPECTS IN A STAGNANT ECONOMY by John R. Graham It's taken a couple of years to figure out just what's happening in the economy, but the picture now ...
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Dear (Customer Name): It's frightening how quickly things change. Take your insurance policy. You may have signed it yesterday, but it could already be outdated. New legislation...
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DOS AND DONTS: ADVERTISING IN AN ECONOMIC DOWNTURN by Richard Barry Advertisers reactions to negative economic circumstances vary; some increase their bud...
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HARDENING P/C MARKET SHOULDNT STOP GROWTH IN LIFE/HEALTH SALES by Emily Huling A lot of agents are breathing a sigh of relief over the hardening of the Property/Casualty market, but ...
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AGENCY VALUATION: WHAT YOU NEED TO KNOW by Larry Morrison Before putting a value on your agency, read this article. INTRODUCTION Every agency owner must learn certain basics abou...
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E-MAIL MARKETING: METRICS 101 by Patricia Berry The beauty of e-mail is that when done right, those who interact with you through e-mail are even more likely to become long-term,...
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PROJECT-DRIVEN BENCHMARKING by Al Diamond Objectives define the annual goals of a company, but over the course of a year the process can become routine and t...
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COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...
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EVERYTHING OLD IS NEW AGAIN by Virginia Bates According to a study by Conning & Co., small agencies have experienced flat growth over the past five years, with owner compensati...