PAVING COMPANY SAVES BY INVESTING IN EMPLOYEES Safety has been a major reason for the start-up and operation of an Employee Assistance Program (EAP) at Chamberlain, a paving contractor in Laure...

PRODUCER COMPENSATION: REALITY CHECK by Chris Burand Before setting your producer compensation plan, read this article. Past articles in industry publications abou...

Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)

Workers’ Compensation Insurance is an important product for employees. There are six common myths that surround this insurance, though. Debunk the myths so you can understand and maximize your benefits.

SOCIAL SECURITY PLANNING DO YOU KNOW HOW MUCH YOU'RE OWED? Dear (Customer Name), Like most Americans, you have access to a valuable insurance fund that provides coverage for Disab...

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 ...

TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...

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...

WHAT'S A SOUNDBITE? by Janine Reid 'I did not inhale.' 'I am not a crook.' 'Yeah, we've had fatalities before, but this is a dangerous bus...

WHEN IS BODILY INJURY NOT PERSONAL INJURY? Dear (Customer Name), WHEN IS BODILY INJURY NOT PERSONAL INJURY? Does your firm carry Liability insurance? Of course, it does. And does your Lia...