TRADE SECRETS: WHAT ARE THEY AND HOW DO YOU PROTECT THEM? by Thomas M. Braniff, JD, and Roy L. Phillips Its important to identify what can be considered a trade secret...

TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...

USE ELECTRONIC FILING TO BOOST SALES, CUT COSTS, AND IMPROVE SERVICE by Jack Fries If youre not paperless, your agency, employees, and especially your customers, are ...

WHAT BUSINESS ARE YOU REALLY IN? By Chris Burand What business areyou in? Examine this question carefully in this document by Chris Burand. A paradigm shift in focus from sellin...

Knowing what customers expect may be the most important key to successful selling. While every customer is interested in getting an appropriate price, many salespeople seem to think that price is the primary issue. As a result, they lead with price and seem to base most of their sales presentation on cost issues.

WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...

Whether you watch the Super Bowl for the competitive drama or just for the commercials, Kevin Stipe asks you to consider these three similarities in strategy between championship caliber football teams and Best Practices insurance agencies.