Suppose a local bedroom community just finished an Insurance Services Office (ISO) public protection classification inspection and was...

AGENCY AUTOMATION: E&O FRIEND OR FOE? PART 5 by Curt Pearsall The previous four articles have explored E& O issues related t...

AUTO-RV Dear (Customer Name): It's almost time to pack up the family and head for your favorite vacation spot - or visit someplace new. And it's so easy to do with your RV. But your recreational ...

Avoid E&O Problems! by Patricia Berry Agents need to review their procedures for avoiding errors and omissions claims on a regular basis. Although coverage checklists provide a great...

BAD TIMES CAN LEAD TO GOOD SALES Life insurance products are necessities, of course, in good times or bad. In addition to selling annuities, there are two easy steps that Life producers can take in ...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

CEMENT RELATIONSHIPS TO BUILD RETENTION Service today should center on building lasting relationships-with the customer and with the companies the agency represents. Two fundamental types of CSR con...

COMPREHENSIVE GENERAL WHEN IS COMPREHENSIVE NOT SO COMPREHENSIVE? Dear (Customer Name): As a prudent business owner, you no doubt have protected your assets with insurance - probab...

CUT-THROUGH ENDORSEMENTS by the IIABA Virtual University Faculty Sometimes when an insurer encounters financial problems, cut-throu...

E&O AND POLICY CHANGES by Mike Edwards In this document, Mike Edwards examines the E&O implications of mid-term policy changes. Edwards presents two E&O ...