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 ...

ASKS FOR REFERRALS Dear (Customer Name): You've been a valued customer for years at (Your Agency Name). As a discerning client, you recognize quality service. (Your Agency Name) is concerned w...

ASPECTS OF PERPETUATION MANAGEMENT by Catherine Oak and Bill Schoeffler Most agency owners do not have a structured plan to perpetuate their lifetime's work-the firm. It wo...

ASSESSING YOUR FIRM'S RESOURCES by Bill Schoeffler and Catherine Oak Today, it is critical for insurance agents and brokers to plan their own destiny. One can never be quite c...

ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...

You've probably received great encouragement-- if not downright pressure-to put your business on the Internet. Whether you already have an Internet presence or are merely contemplating one, you should realize that just having a Web site doesn't guarantee that the people you want to reach will actually see it. You may have hung out your shingle, but the Internet customers you seek might be nowhere in sight.

Dear (Customer Name): RE: Policy Audit Period We have checked this final audit for your (Type of Policy) as to rate and computation. However, the payroll ...

AUDIT EXPLANATION - PREPARE, PREPARE Dear (Customer Name), THERE'S SOMETHING YOU SHOULD KNOW ABOUT AUDITS . . . As you know, Workers Compensation and General Liability policies are su...

AUDIT STATEMENT - CHECK ENCLOSED Dear (Customer Name): RE: Policy Audit Period We have checked this final audit for your (Type of Policy) as to rate and computation. Howev...