BASIC FACTS ABOUT REGISTERING A TRADEMARK Part 3 of 5 FILING REQUIREMENTS Before completing an application, read the instructions carefully and study the examples provided. Er...

BENCHMARKING LOSS EXPERIENCE IN A WORKERS COMPENSATION LOSS-CONTROL PROGRAM Analyzing losses against payroll is an effective method to measure the effects of a loss-control program. The desired stati...

FRAUDBUSTERS: BEWARE OF AIRBAG SCAMS by Susan Clarke What's an airbag? Well, it depends on your point of view. If you're a typical consumer, an airbag is simply an auto safety device. If you're...

BLUNDERERS BANK BIG BUCKS, TOO by Chris Burand Whats this? Adopt 'Worst Practices' to increase earnings? Say it aint so! Yet this document by Chris Burand is full of exa...

BRANDING: A SINGULAR IDENTITY FOR A MULTITASKING ENTITY by Jack Burke Mention 'branding,' and people generally think in terms of company names. Or they think of burned flesh on cat...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

BUSINESS INCOME - EXTRA EXPENSE Dear (Customer Name): If your business is shut down by a fire or other disaster, you want two things: to lose as little money as possible, and to get back to business...

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.

Dear (Customer Name), I'm writing you today for two reasons: one, to thank you for being a valued customer of [Your Agency Name] and, two, to ask you for a favor...

CHECK FRAUD AND COUNTERFEITING by L. Burke Files As computer and duplicating technologies have advanced and become cheaper and more widely available, check fraud and counterfeiting have grown. T...