CLIENT RELATIONSHIP-BUILDING LETTER: WOOD STOVES Dear (Customer Name), Let's face it: HIGH ANXIETY about the possibility of an oil crisis and our economy is running rampant! If you are one of ...

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

Use this “one-two” technique to wedge your way into taking accounts from your competitors.

COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...

COMMUNICATING INSURANCE JARGON Good communication skills are necessary to satisfy clients' needs-and that is the most important part of a CSR's job. A common barrier to good communication, an...

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

COMPULSORY ARBITRATION CLAUSES IN CONTRACTS WITH INSURANCE PRODUCERS by Francis Willmarth Insurance producer contracts frequently have alternate dispute resolution clauses, which require certa...

COMPUTERIZED RECORDS: NEW E&O CONCERNS? Over the last few years, the Independent Agency System has focused on the role of automation in the agency and marketplace. Emphasis has been placed on adaptin...

This Confidentiality Agreement ('Agreement') is executed effective between _____________, its subsidiaries, parents, successors and assigns ('Company') and _______________, his/her assigns, spouse, heirs or other legal representative ('Signator'), as consideration for the establishment and/or continuation of their employment relationship and sharing of Confidential Material.

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...