Deadlock is to dealmakers what cliffhangers are to TV couch potatoes — frustrating yet compelling, as the impasse challenges each side’s negotiating maturity, skill, and acumen. This document by Patricia Berry offers 10 key methods for jump-starting a stalled exchange.

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 ...

ASKS FOR REFERRALS Dear (Customer Name): You've been a valued customer for years at (Your Agency Name). As a discerning client, you recognize quality service. (Your Agency Name) is concerned w...

AVOIDING COSTLY MARKETING MISTAKES by Stephen Anderson You can no longer sit back and wait for business to come to you. That's the sure route to becoming a victim of the ch...

BE CAREFUL WHAT YOU WISH FOR by Chris Burand Many agency owners lament their staffs lack of a work ethic. Agency owners typically judge their employees work ethic against t...

BOOST YOUR SALES BY 95% Patricia A. Berry Most salespeople can increase their sales by 95%, by using professional knowledge and skills - and anyone who presents ideas, influences dec...

BUSINESS COVERAGE UPGRADING IT'S OUR SPECIALTY Dear (Customer Name): Like any other businessperson, an insurance agent must target a certain type of business that he or she can ha...

Stephen Covey wrote a seminal book on how to run your life and your business, The Seven Habits of Highly Effective People. It’s a must read to fully understand the concepts of this article. Once you've read the book read it again at least once every quarter until you've absorbed these ideas into your psyche and are living those seven habits. One of the seminal habits is “Begin with the end in Mind”. However, an even more important principle of life and business is always do what’s right for the end user.

EMPHASIZE YOUR COMMITMENT Dear (Customer Name): Let us look into our crystal ball and predict the future of your business. Now, to be honest, that's not how we do it. We know you...

FIDUCIARY CLAIMS BECOME PECUNIARY PAIN Some chief executive officers (CEOs) think that fiduciary liability is solely the responsibility of the financial managers who manage and invest the money...