COMMONALITY BREEDS RELATIONSHIPS by Jack Burke We're more alike than we think. Relationships, whether face-to-face or cyber-distanced,...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...

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 ...

STRATEGIC VS. TACTICAL COMPETITIVE INTELLIGENCE by Patricia Berry Any information about a competitor is i...