All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

IGNORANCE IS BLISS. This may be true in some cases, but when it comes to your insurance program, ignorance can be dangerous.

Fact Sheet No. OSHA 93-50 Lead Exposure in Construction (#4 in a Series of 6) PROTECTIVE CLOTHING At no cost to employees, employers must provide workers who are exposed to lead above the PEL and ...

INFORMATION DATE 19920217 DESCRIPTION USDOL Program Highlights, Safety with Video Display Terminals TOPIC Video Display Terminals SUBJECT Safety with Video Display Terminals ABSTRACT Information i...

Although the technology is in place to sell insurance via the Net, consumers aren’t giving up the one night a year when they sit in their living rooms and listen to their agent pontificate about the advantages of "Plan A" versus "Plan B."

This dynamic might be changing. Insurers have cleared a huge hurdle for online sales — the need for a customer signature — either by using credit cards to bind coverage until the policy can be issued or by legalizing electronic signatures. Despite this advance, a very low percentage of insurance transactions are being handled online.

SITTING PRETTY WITH COMPUTERS Incorrect chair positions are a leading cause of neck injuries and discomfort. The Herman Miller office furniture firm found that half the workers it surveyed didn...

SUPERVISORS AND MANAGERS SPEAK OUT! by Grace Bauer 'I may have the title of Commercial Lines manager, but I don't have the responsibility!' I've heard this lament more than once ...

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

One of the biggest frustrations in the world of business is meeting someone, shaking hands, exchanging thoughts and ideas, and promptly forgetting their name. Most articles about this subject are aimed at improving name retention.

WORKPLACE STRESS? COOL IS THE RULE by Don Phin These tips can help you and your employees stay calm under pressure: 1.Telecommute when you can. When life gets ...