THE VISION THING: WHAT DO YOU WANT TO BE WHEN YOU GROW UP? by Kevin Grant Blind Vision Four blind servants of the king were asked to describe an elephant. Th...

THERES AN APP FOR THAT by Steve Anderson Mobile devices and the apps people use with them are changing how consumers interact with information. The programming and development tren...

THREE KEYS TO OPEN THE POTENTIAL IN SOCIAL MEDIA by Michael Lovas Once upon a time, every marketing message was a pitch - a one-way transmission of a marketing or sales message....

TIME OFF: THE GUILT TRIP by Grace Bauer What happens in your agency when an employee calls in sick? As with any other event, if you have a plan in place youll be able to ...

The best way to master the tools reviewed here is to practice using them on the next spreadsheet you create. Sometimes it pays to take a step back and ask, "How can this basic spreadsheet be enhanced?" When these tools (along with a myriad of others that Excel has to offer) are applied properly, it's amazing what a spreadsheet can do.

Once these tools are mastered, it will be difficult to go back to that old pocketknife. When preparing your next spreadsheet, keep in mind the Excel tools discussed here, and use them often. Just as your trusty pocketknife comes in handy in many different situations, so will these tips for Excel spreadsheets.

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

TO FEE OR NOT TO FEE? by Richard Weber For the deliverer of services and products, the issue isnt fees. Its about how theyre paid for the services they perform ...

TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...

The Producer Compensation Manager, or PCM (TM), a software program for IBM PC and compatibles, takes much of the guesswork out of the job of...

TRAIN YOUR STAFF TO HANDLE PROBLEMS by Bill Cates Tell me if you agree with this statement; A relationship that has had a problem - that has been handled well - is a stro...