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DOES A BANKING RELATIONSHIP MAKE SENSE FOR YOU? by Chris Burand Banks are buying agencies, agencies are developing relationships with banks, insurance companies are opening banks, and a dozen...
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DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...
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DOES YOUR AGENCY HAVE WHAT IT TAKES TO PARTNER WITH A BANK? by Roger Thomas, CIC Are you an agent wanting to sell to, or partner with, a bank? Are you a banker wanting to launch your bank ...
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DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...
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DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...
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DONT COUNT ON THE SURPLUS LINES MARKET TO SOLVE YOUR PROBLEMS by Curt Pearsall In dealing with the E&S market, take these E&O precautions. Before you go to the Surplus Lines market...
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DONT GET BURNED WHEN CLIENTS REDUCE LIMITS by Chris Burand Improve your odds of winning an E&O lawsuit by following these preventative measures. A report issued in ...
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DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...
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DON'T FORGET THE AUDITING PROCESS by Grace Bauer Are your employees still doing things the same way? Is the agency still ...
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DON'T GET BURNED IN THE OVERHEATED ACQUISITION MARKET! by Chris Burand Wall Street has definitely cooled, but agency mergers and acquisitions have not. ...