BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...

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...

INSURANCE AGENCIES AND THE EMPLOYMENT CIVIL RIGHTS LAWS OF CALIFORNIA AND THE NINTH CIRCUIT, PART 2 by Francis G. Willmarth This article addresses the latest trends regarding the employment ci...

THE PHONE: CURSE OR COMMISSION INCREASE? by Preston Diamond You conduct 60% of your business over the phone-but how many of you actively practice phone courtesy and technique? Having worked...