We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.

THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...

THE FRAUD EQUATION: FIGHTING CREDIT CARD MAIL FRAUD by Leslie Kim The crime of fraud is an equation. It consists of pieces: this criminal, plus that method, plus an element of opportunity. The ...

THE FUTURE OF COMMERCIAL LINES FOR THE INDEPENDENT AGENCY by Brian Burke If two issues of Burke Ink in the last two years can be devoted to the future of Personal Lines, then we ow...

P/C agents often have reviewed contracts and leases in conjunction with writing Contractual Liability coverages. In many cases, agents will advise clients to reject hold-harmless clauses which place undue hardship on them. Yet insurance agents themselves may be in the grip of hold-harmless clauses, which could lay immense financial burdens on them, even if they are totally innocent of any wrongdoing. We refer to the producer or general agent (GA) contracts of some-not all! -- Life carriers. Unfortunately, some of these carriers are among the best-known career or brokerage companies and, even worse, agents often aren't aware of the poisonous clauses until it's too late and they're sued.

The alert raised in Washington, D.C., on May 10, 2005, when a light plane mistakenly flew into restricted airspace sent thousands of people fleeing from the U.S. Capitol and the White House. Once the buildings were evacuated, however, most people were unsure of where to go or what to do. Bill Kliewer discusses the need for personal contingency plans in cases of emergency.

WORKING WITH YOUR EMPLOYMENT LAW ATTORNEY by Don Phin Once you have an experienced employment law practitioner, begin by asking about their pattern or practice. Attorneys with insurance...