AGENCY/BROKER PROFILING The agency profile tells the agency's story and presents the agency's expertise to prospects, clients, and companies. It's like a resume. If you're loo...

AGENT'S CHECKLIST: PROTECTING YOUR ACCOUNTS AGAINST PIRACY by David Daar Before your accounts get raided, you should consider doing some advance planning. There should be a strategy in place...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

ARE YOU REALLY DERIVING BENEFITS FROM AUTOMATION? by Sharon Cunningham Although many agencies have invested heavily in automation systems, many firms have yet to deri...

ARE YOUR MESSAGES REMEMBERED LONG TERM? by Patricia Berry Here we stand: The possibilities of e-mail messaging in one hand, the nature of memory in the other. Here's the critical quest...

FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 1 Q: Recently, I was discussing a suspicious claim with another investigator. He said it appeared that one of the parties in the loss was ...

FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 2 Q: I recently heard of a database that keeps track of health practitioners who've been convicted of crimes and/or subjected to adverse ...

FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 3 Q: I'm currently working on a case that has several named defendants. Recently, I received a telephone call from an investigator who h...

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...