DEVELOPING A BUSINESS CONTINUATION PLAN by Douglas Henderson Offer your expertise to help keep your clients in business when disaster strikes. More and more companies are thi...

DO YOU lsquo;THROW AWAY TOO MANY REFERRALS? by Gil Simonds How about this story? Has this ever happened to you? A producer I was working with was ecstatic one hot summe...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

DONT GO TOO FAR WHEN ASKING FOR REFERRALS! by Bill Cates After reading a new book on referrals, I was shocked! The author opened with a story of an occasion when he asked for refer...

DUE DILIGENCE IN AN AGENCY SALE OR ACQUISITION by Al Diamond Proper Due Diligence permits you to assess the true earnings potential of any acquisition or merger poten...

EIGHT WAYS TO GET SERIOUS ABOUT MAKING SALES IN TODAYS ECONOMY by John Graham These eight selling lessons can apply in any economy. Stunned. Confused. Shocked. These thr...

EMPLOYEES SHOULD BE YOUR FIRST CLIENTS by Jack Burke Businesses spend billions of dollars every year to attract and retain clients. On a daily basis, owners and managers shout, Wha...

Distinguish between the terms “non-compete” and “non-piracy.”

In its basic terms, a Non-Compete clause protects the agency against a former employee taking accounts that they produced or for which they were responsible while an agency employee. A Non-Piracy clause protects the agency from a former employee taking any agency accounts, whether or not they were responsible for producing or servicing them.

ENCOURAGING CLIENT HONESTY Some people think it's acceptable to be slightly dishonest when they buy insurance. They may fib a little to reduce Auto insurance premiums or try to 'get a little ...

ETHICS IN LIFE INSURANCE AND RELATED FINANCIAL SERVICES by Samuel H. Weese, Ph.D., CLU, CPCU and Egnar F. Jensen In recent years, ethics has become a highly visible issue in the world of financial ...