Stephen Covey wrote a seminal book on how to run your life and your business, The Seven Habits of Highly Effective People. It’s a must read to fully understand the concepts of this article. Once you've read the book read it again at least once every quarter until you've absorbed these ideas into your psyche and are living those seven habits. One of the seminal habits is “Begin with the end in Mind”. However, an even more important principle of life and business is always do what’s right for the end user.

CALCULATING lsquo;BONUS OVERTIME WAGES by Don Phin Many employers are freezing wages, telling employees that any additional pay will come in the form of a bonus if the...

CAN HOW YOU HANDLE A CLAIM CAUSE AN E&O CLAIM? by Curtis Pearsall Definitely! This has developed into a significant issue for agents and is a current E&O hotspot. Approximately 10% of E&O...

CERTIFICATES OF INSURANCE: BEST PRACTICES by Curtis Pearsall Certificates of insurance have been around for a long time. So why, after all these years, are they causing such an uproar? At...

Agents who’ve experienced a hard market know that claims are often scrutinized much more closely than they are in a soft market. Unfortunately, circumstances sometimes lead to the denial of claims that are covered regardless of market conditions. This document by the Virtual University faculty provides an example of what you might see more of in the months to come.

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

COMMERCIAL LINES INSURANCE CHECKLIST by Jack Fries Use this checklist by Jack Fries to see which Commercial Lines coverages your clients have, those that they need, and those that you write. ...

COMMUNICATE WITH EMPLOYEES! by Al Diamond Treat your employees like customers - not children! Most agency principals have owned one or two agencies and have been ...

CONSULTATIVE SELLING WORKS! by Al Diamond In a soft market, dont sell your clients - help them! The only...

CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...