Communications

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

What are your legal names? What is the address of the property? Is your home under 40 years of age? What is the year of construction...

CSR: Hello, (PROSPECT NAME). This is (NAME) from (ABC AGENCY). (PRODUCER NAME) looks after your Commercial business...

HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...

Service seems to be a catch-all word for whatever seems to be lacking in our agencies. Most of us have identified service areas as most important...

HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...

The Family Medical Leave Act sets federal guidelines that require U.S. businesses with 50 or more employees to offer employees up to 12 weeks of unpaid leave in any...

HOW TO COMMUNICATE EFFECTIVELY DURING CRISES No amount of planning will prevent all emergencies, nor will it stop the media from showing up at your door when a crisis strikes. In addition to having a...

HOW TO FIND GOOD QUALIFIED PROSPECTS by Stephen Anderson One of the key ingredients for a successful marketing program ...

According to Dr. Rollin Glaser, a specific formula can be followed to improve employee performance. It affects five basic areas:
Goal setting
Delegating
Training and development
Coaching and counseling
Performance appraisal interviewing
Having litigated performance issues for the past 15 years, I can tell you that Glaser is right on the money. Let me touch on what he has to say about each of these subjects.