Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make … Continue reading →
I’m not a big boxing fan. But I’ve seen some pretty one-sided fights where the loser is getting so badly beaten all he can do is keep his opponent at bay. He’s backpedaling, crouching, bobbing and weaving — maintaining as … Continue reading →
I almost couldn’t believe it. When I first saw the marketing power of the telephone I was absolutely amazed. We’d just started PMA and developed a direct mail program for independent insurance agencies that was generating a strong 3-5% response. … Continue reading →
It’s close to the end of the quarter, and you’re feeling the pressure to close new accounts and hit your numbers before the deadline arrives. To do that, you’ve got to work smart, and you’ve got to work fast. There’s … Continue reading →