Agency Management

Generating a profitable, high-margin book of business requires a balanced approach to marketing and sales – built on processes that are sustained over the long haul. Steve lays out how…

Key accounts can be significant for a variety of reasons: their premium volume, profitability, marquee status, relationship with producers, or a combination of these factors. Losing them is never easy.…

A client recently had me work with them to prepare their teams for price increases. The concern was that new and existing business would fall off and therefore pressure on…

Mention “branding” and people generally think in terms of company names…McDonalds, Nike, Disney, Ford, Xerox, etc. Or, they think of burned cattle flesh. Aside from the cattle flesh, Webster defines…

There are lots of pro’s and con’s in the arena of marketing debate as to which is better – a well-aimed shot with a .22 caliber rifle or a broad…

All too often businesses get caught up in the “product trap.” From advertising to sales presentation, the “product” takes center stage. Afterwards we wonder why we didn’t get the sale.…

Too many agents are devoting 100% of their time to existing clients without prospecting for new ones. The increased earnings generated by these existing clients are creating a level of…

Do you have a sales prevention department in your company? That question was posed by the publisher of Telemarketing, Nadji Tehrani. That question served as a reminder of the many…

Today’s buyers are more sophisticated than they once were. They are more knowledgeable, less loyal and more cautious. Given these changes, buyers will no longer simply allow you to “sell.”…

Business customers usually have very limited patience with any sales person who hasn’t taken the time to become at least a little acquainted with their business. This is even more…