19 TIPS FOR GETTING RISK SUBMISSIONS ACCEPTED We subscribe to the 'win-win' theory of negotiating when placing business with our company underwriters. The placement has to be '...

IS IT TIME FOR A CHANGE? by Karen Flaherty Everyone would like to change something about themselves. Successful people take an active role to accomplish the desired change, while others simply w...

MENTORING FOR AGENCY GROWTH by Mona Carpenter According to Webster's, a mentor is 'a loyal advisor entrusted with the care and education of a student ... a wise and trusted counselor.' I...

STAFFING SMART by Roy Phillips Agency profitability can start with well-trained, well-compensated customer service reps who know their jobs. Reasonable expense ratios can be the difference b...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.