AGREEMENT made this ____ day of __________, 19__, by and among PURCHASER INSURANCE AGENCY, INC., a Massachusetts corporation having a principal place of business in Boston, Massachusetts, hereinafter referred to as the "Buyer," ROGER A. ABLE of Lexington, Massachusetts, hereinafter referred to individually as "Able," and JOHN B. BAKER of Newton, Massachusetts, hereinafter referred to individually as "Baker"; both Able and Baker being referred to hereinafter jointly as the "Sellers."

STOP TRYING TO AVOID OBJECTIONS! by Bill Cates Whether youre asking for referrals, calling to set an appointment, or asking a prospect to become a client and you seem to get a r...

STRATEGIC PLANNING OF HUMAN RESOURCES by Mary Beth Bolen To develop your human resources, ask yourself these questions. Planning the income strategy for a profit center or depa...

STUFF EMPLOYEES NEED TO KNOW by Mitch Axelrod A recent article from a scholastic business journal, entitled something like the Three Things Your Employees: Need to Know, imp...

In a recent edition of The National Underwriter, Editor Sam Friedman recommended that risk managers begin to explore the capabilities of sophisticated regional and local brokerages. This recommendation was based on recent broker megamergers and the growing lack of choice available to buyers.

For an independent agency or brokerage to take advantage of this opportunity, it should adopt the consultative brokerage style. In particular, its managers must learn the techniques that these sophisticated buyers have come to expect. The stewardship report and the executive summary are two techniques that firms must master to be successful in large accounts.

SWEAT THE SMALL STUFF: SUCCEEDING BY SERVING THE CUSTOMER by Jack Burke The top-selling book Don't Sweat The Small Stuff gave me pause to think. Many businesses today aren't sweating the...

TARDINESS - WHAT TO DO WITH THE INHERENTLY TARDY? by Al Diamond Although you want everyone to be at work on time, yo...

The virtual office concept, also known as telecommuting or a mobile office, emerged as the American work force shifted from physical labor to knowledge-based work. Workers who create or manipulate information can generally perform anywhere there is a telephone, desk, chair, and computer. Technology enables the knowledge-based worker's office to be portable.

If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!

TELEPHONE TECHNIQUES by Mary Beth Bolen A business telephone is like a window: The telephone allows a person to 'see' into your company without ever walking through its doors. Moreover, you ha...