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Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

Independent Agency System carriers that rank high on the Gomez insurance Web site index probably congratulate themselves on their achievement - the result of hard work, creativity, and spending in the nine or ten-digit range. But what if these high-ranking carriers are scoring well in the wrong game?

Suppose Gomez and other Web ranking services have no idea what they’re talking about? What if they base their evaluation criteria on an implicit misunderstanding of the insurance business? What if "winning" means embracing a bankrupt business strategy?

We Want You To Consider Buying Earthquake Insurance... Just To Make Sure You're On The Safe Side Of Financial Aftershock. Everybody's a buzz about...

Writing EPL insurance on an occurrence basis has its advantages. For example, under claims-made policies, the limit of Liability may be more prone to exhaustion. Because a claims-made policy may cover prior acts, the limit of Liability might be spread over many years. It may be necessary to increase the limit beyond what might be considered sufficient under an occurrence policy. Another drawback of claims-made coverage is that as soon as the policy is canceled or expires, coverage ceases.

Dear (Customer Name): Do you know how much all your equipment is worth? Quite a bit, right? Now, think about how many potential liability risks you...

On June 22, 1984, the Occupational Safety and Health Administration (OSHA) issued a standard which set a limit on worker exposure to ethylene oxide (EtO) averaged over an either hour day to protect about 68,000 workers exposed to the substance. The standard was amended April 6, 1988, to further reduce the health risk associated with EtO by requiring control of short-term exposure to EtO as well. Workers primarily employed by hospitals and medical products manufacturers will benefit most from the 1988 amendment.

GEM SCAM RECYCLED: AN OLD FRAUD RETURNS by Joel Volker Recycling isn't always a good thing. Here's an example of a form of recycling we hoped we'd never see again: An American broker recently con...

Many people tend to credit the origin of infomercials to the old, late-night slicer/dicer and Pocket Fisherman commercials. Granted, some tacky infomercials have taken the slicer/dicer format, but the original infomercials began on a higher ground: religion.

Before you haul me off to a padded room, let's define "infomercial."An infomercial is an advertisement for a product or service that has been expanded with information, entertainment, or both to retain the attention of the audience.

In light of the September 11 tragedy, a coverage review of all of your accounts is more vital than ever, for you and for your clients. In this...