This content has not been rated yet.
THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...
This content has not been rated yet.
THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...
This content has not been rated yet.
THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...
This content has not been rated yet.
THE HARD MARKET: AN E&O PERSPECTIVE by Ken Buehler The market has changed significantly. Business as usual wont suffice. Doing a thorough and professional job for your clients and you...
This content has not been rated yet.
THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...
This content has not been rated yet.
THE HERO FACTOR-USE IT FOR REFERRALS! by Bill Cates One reason people like to give referrals is to help their friends, ...
This content has not been rated yet.
THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...
This content has not been rated yet.
THE IMPORTANCE OF RESOURCES: HOW CONSULTATIVE BROKERS DIFFERENTIATE THEMSELVES by C.R. Ekern Consultative brokerages develop spheres of resources to provide their clients a higher level of expe...
This content has not been rated yet.
THE IMPORTANCE OF WORKING CAPITAL by Chris Burand Working capital is vital to survival especially in this hard market. In this document, Chris Burand explains the importance of worki...
This content has not been rated yet.
THE KEEP/SELL DECISION by Brian Burke Agency owners who are faced with the decision of keeping or selling their agencies can't really explore one of these routes without investi...