REPLACING AN OLD POLICY WITH A NEW ONE PART 1 by Richard Weber The Society of Financial Service Professionals Life Insurance Illustration Questionnaire has made a big diffe...

In a recent edition of The National Underwriter, Editor Sam Friedman recommended that risk managers begin to explore the capabilities of sophisticated regional and local brokerages. This recommendation was based on recent broker megamergers and the growing lack of choice available to buyers.

For an independent agency or brokerage to take advantage of this opportunity, it should adopt the consultative brokerage style. In particular, its managers must learn the techniques that these sophisticated buyers have come to expect. The stewardship report and the executive summary are two techniques that firms must master to be successful in large accounts.

THE BENEFITS OF CROSS-SELLING EMPLOYEE BENEFITS by Rob Ekern Adding Employee Benefits offers a great way to strengthen relationships with Commercial Lines accounts, while d...

THE SALES PERSONALITY: THE CHAMELEON By Al Diamond Great salespeople have the ability blend with and mimic their surroundings. Agency principals have often asked me to hel...

THREE DEADLY MISTAKES IN OUR ADVERTISING by Andrew J. Byrne We make three deadly mistakes in insurance direct mailings: the failure to be si...