General Articles

NASCAR: SUCCESS CREATES CHALLENGES by Chris Burand Chris Burand compares agency management challenges with NASCARs: Learning to manage people and their emotions, while still succeeding...

NEW S CORPORATION RULING: AVOID TERMINATION TRAP by Irving Blackman Is your company an S corporation or thinking of becoming one? S corporation status is the usual choice for most closely held b...

NO EXCEPTIONS by Grace Bauer 'Harm me once, shame on you. Harm me twice, shame on me.' In other words, we should learn from our mistakes. Better still, learn before you ever make...

NOW IS ALWAYS THE BEST TIME TO SELL YOUR AGENCY, RIGHT? by Chris Burand According to a number of recent articles, small business owners should sell their businesses today to avoid large i...

NOW THAT I'VE GOT THEM, HOW DO I KEEP THEM? by Don Phin Employee retention is an issue that affects every company. A host of factors have played a role in retention in recent years: hist...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

Hello (PROSPECT NAME), this is (PRODUCER NAME) from the (ABC AGENCY). Do you have a moment?

ONLINE INVOICES GET PAID TWICE AS FAST by Steve Anderson Web-based invoices that give recipients the option to pay online result in payments being made twice as fast as those that don...

'ONLY' AN INDEPENDENT AGENT: YOUR VALUE IN TODAY'S MARKET by Chris Burand With so many Web-based insurance sites and direct writers bypassing insurance agent...

OUT OF THIS WORLD: TAKING ADVANTAGE OF NEW TECHNOLOGY (PART I) by Steve Anderson This article (first in a two-part series by Steve Anderson) provides an update on some of the ...