APPROACHING FRIENDS FOR REFERRALS: II by Bill Cates How do you approach friends, and others, about the work you do to get referrals? How can you go back to clients who have given ...

It takes more than a job title and a loud voice to get an agency team to function properly. This applies to owners, managers, and supervisors alike, says Jack Fries.

ARE YOU LISTENING TO YOUR CUSTOMERS? by Emily Huling On a recent business trip, I had dinner at one of the nicer family restaurants. A couple seated nearby had the same attentive server t...

ARE YOU PREPARED FOR THE FUTURE? IT'S HERE! by Paul Bronow Consolidation within our industry is going much faster than we anticipated a few short years ago. The number of players is shrinki...

ARE YOU WILTING YET? by Grace Bauer If you're feeling yourself wilt on the job and think that you might be f...

FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 1 Q: Recently, I was discussing a suspicious claim with another investigator. He said it appeared that one of the parties in the loss was ...

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...

Those who own a business hold their peers in high regard. You might dislike someone personally, but give them a thumbs-up when it comes to running a company. Those who survived the recession deserve a special commendation. Only the native outsider thinks otherwise.

Dear (Customer Name): RE: Policy Audit Period We have checked this final audit for your (Type of Policy) as to rate and computation. However, the payroll ...