A HEALTHY MARKET? PERCEPTION IS REALITY by Chris Burand A recent study by Zurich U.S. revealed what I believe could cause big problems for agents and brokers in the near future. The probl...

AGENCY VALUE: NO SIMPLE ANSWERS by Al Diamond How much is your agency worth? That depends on a number of factors. Whats my agency worth? Were asked tha...

ARE YOU AN INSURED UNDER YOUR E&O POLICY? by Curtis Pearsall When comparing one E&O policy against another, you may be looking at which acts are covered, whether 'full prior acts' is provide...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

BANKS AND INSURANCE: BRIDGING THE CULTURE GAP by Fred Dent If you dont acclimate yourself to the id...

CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...

DONT GET BURNED WHEN CLIENTS REDUCE LIMITS by Chris Burand Improve your odds of winning an E&O lawsuit by following these preventative measures. A report issued in ...

ELECTRONICS FIRMS - 'GAPS IN YOUR PRESENT COVERAGE' Dear (Customer Name): JUST ONE SMALL DISTINCTION BETWEEN MOST INDUSTRIAL OPERATIONS AND YOUR FIRM . . . could be the deciding factor ...

IS THIS WHAT YOU CALL SERVICE? by Pegi Flahault Insurance agents are always talking about service. Service to the customer-what does that mean? There's a huge gap between available technology...