(Alice said), 

“Would you tell me, please, which way I ought to go from here?” 

“That depends a good deal on where you want to get to,” said the Cat. 

“I don’t know where…” said Alice.

“Then it doesn’t matter which way you go,” said the Cat. 

            ---From Lewis Carroll’s Alice’s Adventures in Wonderland

Do you sell commodities or relationships?

 George Nordhaus and his IMMS organization have earned a reputation for big-picture views and keen observation of insurance buyer trends and seller responses.  We’ve heard him speak out bluntly about the problems he perceived in the independent agent-company responses to insurance buyer wants and needs. His mantra: Independent agents must embrace and practice relationship selling…and do so wholeheartedly. 

Two seconds are all an advertiser needs 

That was the headline on a front page article in the July 4, 2007, Boston Globe. What’s up?  The two-second radio commercial.  Get ready. It may be coming to your local radio station soon.  Clear Channel Communications now offer them on 1,200 stations they own nationwide.  Here’s the scoop.

Target marketing makes good dollars and sense 

Concentrating your sales efforts on the market or markets that bring you the most satisfaction---professionally and monetarily---does make a lot of sense. Is your agency currently in shape to do it?  We have a few thoughts that will help you determine whether or not you are, and what you can do to get in tip-top shape.

Act like a bee 

On my daily walk around the cranberry bog this morning, I came across beehive boxes and was reminded of a Walt Disney comment about his role in his business operation.  It has significance for every business owner and manager. 

One way or the other, you pay for education 

Fortunately, there are many avenues open to independent agents for productive, economical education programs in sales, customer service, basic and advanced personal and commercial lines product training.

The industry offers many excellent options, including study leading to CIC and CPCU designations; national association and local chapter seminars, workshops and study programs; online self-study courses; and more.

What about on-the-job training within your agency?  

The key is cross-training.