Content from Frank Salerno
Frank Salerno is President of River Communications, a marketing advisory firm with a specialty in insurance. He can be reached at frank@riverup.com
Little Things Come up Big in a Relationship
On May 6, New York Yankees starting pitcher C.C. Sabathia was struggling to maintain an early innings lead against the Seattle Mariners. Sabathia, who has declared his intention to retire at the end ...
Are You Managing Your Relationships?
My accountant, Eric, recently told me his son passed the bar to practice law in New Jersey. During our conversation, Eric told me how he had explained to his son this important difference between his ...
You Are Going to Die
Although I am not a particularly religious person, I attended church services on Palm Sunday this year. After checking that my presence did not cause the church walls to tumble down, I returned ...
Reputations Lost: Lessons for Insurers From Other Industries
"It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you'll do things differently." Those words are attributed to Warren Buffett, and if Buffett said them, ...
What Facebook’s Data Deals Can Teach Carriers
While the fact Facebook sold data without its users' knowledge or consent is old news, new reports that federal prosecutors are conducting a criminal investigation into data deals the social media ...
Build Relationships With Enthusiasm
Once upon a time, I managed the Christian Broadcasting Network (CBN) cable network account for a Madison Avenue advertising agency. When I would visit my client in Norfolk, Va., I would be greeted ...
How to Win Insureds—With Coffee, Brownies and Attention to Their Preferences
I recently moved from comfortable surroundings in a New Jersey suburb to the hurly burly of New York City. While walking west on 55th Street this morning, I passed a storefront with the words ...
Have You Shined Your Shoes Lately?
Generally, I am not a fan of origin stories. When a politician seeks to establish his "man of the people" credentials by telling us his father was a coal miner or his grandfather was a bricklayer, I ...