DONT LET GRAND CLAIMS OF SUCCESS FOOL YOU! by Chris Burand Have you ever wondered how the agencies in all those magazine articles grow so rapidly? You might be surprised. Mo...

While driving down Boston’s Massachusetts Avenue one Saturday afternoon, it dawned on me that every bus stop shelter along this popular main artery sported advertising signage for Apple’s iPad 2. Assuming that many bus riders were not target customers for a product selling between $500 and nearly $900, the two of us in the car thought that spending advertising dollars at bus stops seemed like a waste of money.

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...

DON'T GET BURNED IN THE OVERHEATED ACQUISITION MARKET! by Chris Burand Wall Street has definitely cooled, but agency mergers and acquisitions have not. ...

The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.

DON'T LOSE YOUR WAY WHEN NAVIGATING CUSTOMER CURRENTS by Al Diamond Recently, the people at Motorola, the electronics giant, announced that they had 'lost their way.' This innovative c...

DUE DILIGENCE IN AN AGENCY SALE OR ACQUISITION by Al Diamond Proper Due Diligence permits you to assess the true earnings potential of any acquisition or merger poten...

E&O AND THE HARD MARKET by Bill Wilson In a hard market, E&O claims have a tendency to rise in both frequency and severity due to increased workloads, reduced coverages, and other facto...

A client who utters these words might well be laying the groundwork for a nasty E&O claim. Consider this case:...

My E&O classes include discussion on claims frequency by line of business. When I bring up the issue of Life insurance, many folks have trouble identifying...