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... , but they're burdened by bad receivers! As T-Boy would attest, this is not a winning combination. Tomorrow's world is a world of choice. Every consumer has unlimited sources of products and services. Turn the clock back several years and recall the big three television networks (ABC, CBS, and NBC) the big three automakers (Ford, GM, and Chrysler) and the big three magazines (Time, Life, and Look) . Compare these limited choices to tomorrow's reality of 500 cable channels, nearly 50 auto manufacturers with hundreds of models, and specialty magazines for any niche – not to mention e-mail, blogs, etc., etc. In the past, good independent agents succeeded because of what they knew and the companies they represented. They offered products and ... . Comparative rating has opened the closet door on pricing. Regulators and consumer advocates have exposed product differences, and technology has allowed the product to be delivered at a minimum of cost to the consumer. The agent no longer enjoys control. From now on, customers will rule. They'll understand their needs and be able to buy their products whenever, however, and wherever they please at a minimal delivery cost. This trend is bad news for many agents, but others see this development as a challenge for the future. The good news for agents is that traditional customers will be buying more products and services. New and emerging markets can be targeted by independent agents. The one absolute in this new, competitive world is that agents who add value to their customers' lives will prosper. ...

... and Chrysler) and the big three magazines (Time, Life, and Look). Compare the...pe our systems to ensure profitable delivery. You’re ready to hit the f...

...from Independent Agent magazine. ...

... with mass marketing: TV, Radio, magazines and direct mail (by the millions o...our advertising or use little-read magazines, counting on frequency to replac...

... are the prospects? Consider banks, agents, and associations (American Bankers Associations, state bankers associations, correspondent banks and their associations, association of banks in insurance, insurance companies wanting to sell to/through banks) . Who is the individual decision maker in each group? How do you communicate with these prospects? Where do they get their information? What conventions do they attend? What magazines do they read? Which decisions makers can you contact on a one-on-one basis? Where can you get their names? Can you reach them through the Web? How? Who will refer you to them? What's the best way to sell them? What's the best way to sell them? What makes them thirsty? How does your product benefit them? Don't get lost in explaining features! ... a niche of one' the basis of mass customization. The price the market is willing to pay is the only benchmark that matters. It will require innovations in the process! It might mean discounting the price, adding value, some combination of the two. How can you profitably deliver at this price? Innovate, innovate, and innovate! What's your assembly line? Do you need to streamline delivery or strengthen the relationship side of the process? Will people pay more for your product if it reduces the hassle in their lives? This answer is often yes. &# 160 Michael Manes can be reached at Square One Consulting, 625 Weeks Street, New Iberia, LA 70560, cell 337-577-3885, E-Mail: [email protected] , Web site www.squareoneconsulting.com. Login or Register (for FREE ...

... current clients and prospects. Steve Anderson is a licensed agent who heads SteveAnderson.com, Inc., which provides consulting services on how to maximize profits using common sense technology. He can be reached at American Insurance Consultants, PO Box 1546 Franklin, TN, 37065-1546, (615) 599-0085, e-mail [email protected] , or visit www.SteveAnderson.com . Reproduced with permission from American Agent & Broker magazine. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and service providers. Negotiate lucrative contracts with carriers and wholesalers. Net result. More revenue ... the balance of the article on your Web site. Bonus: By measuring the clicks on the link, you'll be able to determine what kinds of articles generate the most interest. 5. Build in interactivity. Make an offer that stimulates a response. The goal here is to "up the involvement" of your reader and cause them to value and appreciate your agency. 6. Adjust the delivery schedule. The day and time of e-mail transmission can impact its effectiveness. Tuesday, Wednesday, or Thursday are the best days to send your e-mail. Response is 20% to 30% lower on big news days. Avoid e-mailing on any day immediately before or after a three-day weekend. And don't e-mail on Monday because your recipients will be sifting through all the spam that they received over ...

...with? According to a Parade magazine study, the average physician in Amer...ive tasks, bookkeeping, and product delivery are essential; a business can sto...

...conventions do they attend? What magazines do they read? Which decisions maker...bly line? Do you need to streamline delivery or strengthen the relationship si...

...stian Turley in Direct Marketing Magazine will give you some clues, and do's a...Supervisor, Group Leader Carrier, Delivery Person Business Executive Bak...

...ding print ads in newspapers and magazines and electronic ads on radio and tel...