E&O: E-MAILS AND BINDING COVERAGE by Curt Pearsall E-mail between agents and their clients is becoming increasingly common. Curt Pearsall recommends that you and your staff develop and implement ...

EMPLOYEE EVALUATION INTRODUCTION While the job description is the basis of the employee evaluation, the evaluation also affects the job description, helping to keep it flexible an...

EXPLAIN HIGH PRICES Dear (Customer Name): UP, UP, AND AWAY . . . unfortunately, that's where insurance costs seem to be heading these days. More and more people are suing America...

FUEL AND OIL DISTRIBUTORS - 'YOU ARE IMPORTANT' Dear (Customer Name): DO YOU KNOW HOW IMPORTANT YOU ARE? Millions of people rely on your services as a vital link in the nation's fuel d...

This second article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carrier.

BEGIN THE SEARCH FOR A NEW CARRIER

GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...

GOVERNMENTAL INSTITUTIONS - RESPONSIBILITIES EQUAL RISKS Dear (Customer Name): Every government entity, whether a school district or a municipality, has many responsibilities to many people. Because...

HARD MARKET PRE-APPROACH Dear (Customer Name): THE PRICE IS RIGHT! It's free! Our risk management consultants come to you free of charge, and you might be surprised at what they'll have...

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

HOW TO DEAL WITH A WHOLESALER by Ed Bordenave, CPCU, ARM In today's world of complex and ever-changing exposures, one of your most important allies is an Excess ...