WORKING IN MY SWIMMING TRUNKS: HOME-BASED OPPORTUNITIES by Jack Burke Millions of Americans operate businesses from their homes. This document by Jack Burke offers recommendations for u...

WORKING YOUR PLAN FOR RENEWALS by Mary Beth Bolen Remember when 'renew same' or 'renew as is' with your initials written on the copy of a declarations page were acceptable directives for a...

WOWING EMPLOYEES: THE FOUNDATION TO HIGH PROFITS by Lynn Thomas Recently, I participated in a 10-day road show for an insurance company. During a dry run of my presentation on customer re...

WRESTLING PROFITS FROM SMALL COMMERCIAL ACCOUNTS by Sharon Cunningham This article by Sharon Cunningham will discuss the difference between the agencies that handle small accounts because t...

The purpose of my call today is to ask you some questions about your present policy so I may provide you with a coverage and price comparison.

In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."

No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.

That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.

X-dating is the name of the game. If you anticipate to grow; if you expect to even maintain last year's volume in this price cutting market; then you'd better believe X-dating is a must.

Expiration Date! Renewal Date! Anniversary Date! Call it whatever you wish. But without a pocket full of X-dates, you are "whistling Dixie" while some direct writer or, even worse, your fellow association contemporary, is marching off with your share of the market.

Whether you’re dealing with producers or athletes, helping players develop will win the game.
In this cynical age, it’s hard not to be suspicious of the establishment. When something goes wrong, it’s easy to blame the government, your parents, or society — but a bit harder to find the flaws in yourself.

I spent many years coaching high school football. Whenever a team was underperforming, we went back to basics: blocking and tackling. If your agency’s sales and retention are suffering from the current economy, or if you wish to enhance your performance, it’s time to reinforce the fundamentals of any sales organization: asking for referrals and developing accounts.

When it comes to prospecting, every agent has done his or her fair share cold calling on the phone, the White Pages in hand,...