COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psycholog...

COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...

CONVEY BAD NEWS POSITIVELY There's nothing like being the bearer of bad new. Yet this letter shows how you can inform your clients of what's going on, to position yourself as the clien...

Frequently, the risk management planning and formulation process is myopic in defining the magnitude of probable maximum loss exposures. A significant task in crisis management plan strategy formulation is broadly to identify and measure the various potential crises and loss exposures. The crisis and loss exposure assessment must remain broad in nature and not become inhibited by the traditionally narrow considerations of only those perils addressed by standard commercial insurance policies.
There are three primary categories to consider in the comprehensive crisis exposure analysis. The following are the categories identified for crisis assessment considerations:

CUSTOMER SERVICE: BEWARE THE BUREAUCRATIC TRAP! by Jack Burke Self-imposed rules and regulations can often rule, rather than serve, our relationships with customers. In this document, ...

EIGHT STEPS TO PROFITABLE E-MAIL MARKETING by Michael Jans E-mail provides a powerful marketing tool. In this document, Michael Jans offers guidelines for getting the most out of this va...

EXPLAINS HARD MARKET Dear (Customer Name): You've probably noticed that your insurance rates have increased. It's nothing personal. The insurance industry is in what is ...

GENERAL AGENCY ADVERTISING by John D. Farr WHAT WE HAVE IN COMMON If there's any one common thread among...

HOMEOWNERS CLIENTS - SELL BOP Dear (Customer Name): You've entrusted us for some time now with your Homeowners insurance, and we appreciate the confidence you have in our ability to protect your as...