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THE CONCEPT OF SHARING IN MENTORING AND MARKETING by Jack Burke When writing an article for IMMS subscribers, I often feel like I'm preaching to the choir. ...
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SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...
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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 NEWSLETTERS by Patricia Czech How to get the most out of this high-tech customer communications tool. Yes, you can send out an e-mail advertisement, but why do so when...
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HOW DO COMPANIES SET THEIR RATES? by Chris Burand The market determines the price of gasoline, toys, and cars. The market, not actuaries, determines the price of insurance, too. Chris B...
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TO BOOST PROFITS, CUT AGENCY EXPENSES: PART III by Jack Fries and Gary Holgate This final installment in a three-part article provides guidelines for using expense controls to improve you...
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How to create a calm, cohesive, and accountable working team.
Personnel challenges are not uncommon when you’re a manager. But how does a manager know if the root of the problem lies in the employee or the manager?
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To serve your clients more effectively, grow your business, and match your competitors, you need the most effective website. Whether you’re planning a new site, reviewing an existing one, or developing an Internet-based marketing strategy, I’d recommend these guidelines:
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PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...
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CARRIERS PUT THE SQUEEZE ON AGENTS by Edward Curry If you're an agency owner wondering why your carriers are making it so difficult to do business with them, you're not alone. While...