SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...

Every state battles fraud and abuse of its Workers Comp system. An honest company that properly uses Workers Comp to protect its employees and keeps its premises safe might...

TARGET LARGE BUSINESSES Dear (Customer Name): Is your insurance agent satisfied? He or she shouldn't be. Your company's assets might be valued in the millions of dollars, all exposed differently ...

THE ART OF LISTENING by Jack Burke Picture yourself at your desk shuffling through some new paperwork you've just received from one of your companies. Propped to your ear is the telephon...

THE EIGHT DEADLIEST WORDS AND PHRASES IN INSURANCE by Gary Blake Many of us become so dependent on templates and fill-in-the-blank processes for communicating that we sometimes overlook the ...

THE IMPORTANCE OF RESOURCES: HOW CONSULTATIVE BROKERS DIFFERENTIATE THEMSELVES by C.R. Ekern Consultative brokerages develop spheres of resources to provide their clients a higher level of expe...

THE PRODUCTION WINNERS CIRCLE by Mike Manes The dictionary defines producer as a person or thing that produces. Production is the act or process of prod...

TOTAL SERVICE Dear (Customer Name), Every agent and broker in the insurance industry promises 'good service.' Who wouldn't? We are a service industry, and no one would retain an...

WHATS YOUR EXIT STRATEGY? by Mitch Axelrod Will you work until the day you die? Have you set a retirement date? Do you even think about it? Some people like the adventure of...

Most business owners would agree that it’s important to maintain insurance to protect business assets. When they think about insurance, business owners generally consider protection against hazards such as fire, flood or theft at their company sites. This is obviously an important protection to have. However, there are other types of hazards that may not be quite as high on the list, but protection could be every bit as important to offset significant financial losses.