CONSULTANTS: ARE THEY USEFUL? by Chris Burand Consultants, when properly used, can be a great benefit to your agency. As a resource with varied agency experiences, as ...

CONSULTANTS: TAKE A LOOK IN THE MIRROR! by Mike Manes A consultant's work should go to the bottom line, not the bottom shelf. Mike Manes presents a set of quest...

CONSULTATIVE BROKERAGE: A THINKING PLAYERS GAME by Rob Ekern Selling, like golf, requires careful thought. As a young man, I occasionally played golf on a competitive ba...

CONSULTATIVE BROKERS IN A CHANGING MARKET by Rob Ekern Those of us who entered the business more than 20 years ago have seen two or three market cycles. We had to weather at least one and...

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

Change — it’s inevitable. A recent article stated that “change is not progress; change is the price we pay for progress.” As consumers, we all want more, better, less costly stuff than we have today. As providers of products and services, we feel that we’re already doing more with less and shouldn’t be expected to sacrifice again. Maxine, the cartoon character, summed it up best when she said, “change is good, as long as I can do what I’ve always done.”

CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...

CONTINGENCY COMMISSIONS: A WIN-WIN PROPOSAL by Al Diamond This solution to the contingencies controversy benefits everybody in sight. In October 2004, New York Attorney-General E...

CONTINUING EDUCATION (CE) AT A REDNECK FESTIVAL! by Mike Manes Mike Manes' biggest challenge in this article is deciding what to explain...

David and Goliath is no longer news. These days, all a boy needs to kill a big man is a gun instead of a sling and a rock. Similarly, technology has created a new world of competition. A David who understands technology can successfully compete against any corporate Goliath.