OFFICE BUILDINGS - ADEQUATE INSURANCE PROTECTION Dear (Customer Name): WHAT WOULD THE WORLD LOOK LIKE WITHOUT OFFICE BUILDINGS? You'd have to return to the years before the Industrial Re...

PREVENTING PERSONNEL-RELATED LITIGATION by Paige Proctor Over the past several years, we have all assimilated changes in employment-related laws into our thinking. One at a time, we have becom...

SOFT MARKET - DISCUSS COST Dear (Customer Name): Thank you for the expiration date of your ( ) insurance. We can't promise your company will save money, but experience has shown that there are man...

We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.

THE DOMINANT-NEEDS SALE: MODULE IV-B This 'Sales and Marketing' module has from the beginning stressed using the two-call sale (with a qualifying interview, a between-interview period,...

COMMERCIAL INSURANCE NEW BUSINESS PROCEDURE 1. Change computer file from prospect to customer if necessary and update information in customer's computer file. 2. Input coverage and...

PERSONAL INSURANCE ENDORSEMENT PROCEDURE The ultimate goal for an automated agency would be to have endorsements processed as follows: customer calls with a change the CS...

COMMERCIAL INSURANCE ENDORSEMENT PROCEDURE The ultimate goal for an automated agency would be to have endorsements processed as follows: customer calls with a change the ...