Today, an insurance professional must be an information specialist. Access to information can be vital in all specialized areas of insurance. Every agency has numerous books, both those published professionally and those published as company manuals and promotional materials, which are reference tools enabling more effective decisions. But where are the materials when you need them? Ideally, in a library using a database program and an efficient cataloging system.

FOUR QUICK HIT REFERRAL IDEAS by Bill Cates Every time I host a Referral Champions Boot Camp, I walk away with great ideas from the attendees - and the latest camp was no excep...

GIVE A lsquo;THANK YOU' GIFT by Bill Cates Giving a Thank You gift is a simple strategy that will have people saying good things about you and generating ong...

Although golfing and selling have a lot in common, for most producers they're like night and day...

GOOD COMPENSATION PLANS ATTRACT GOOD PEOPLE by Mark Shlien Many agencies have had to change their approach to compensation during the recession. Faced with declining revenues and profits,...

GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...

Six questions every company should consider in their hiring process.
Companies today face the same daunting problem that confounds so many job seekers: The high hurdle of transferable experience.
Whether it’s an individual attempting to get a job or a company trying to break into a new market, both face the difficulty of having someone recognize the value of their knowledge and experience, even though these qualities might not be directly related to a new field or industry. Although applicants offer experience, a proven track record, and skills that are an ideal match for a particular position, they’re passed over. Why? The individual has worked in a different field.

Finding out if someone is truthful is an art, not a science. The best truth-detecting machine on the market, the polygraph, is illegal in the hiring process. Imagine if there were an invention that could detect the truth with 100% accuracy, as predicted by futurist James Halperin in The Truth Machine.

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

HOW MUCH SHOULD YOU PAY YOUR PRODUCERS?: PART I by the IIABA Virtual Faculty Whats the average renewal commission that an owner should give his producers? Is there a difference betw...