ACCOUNTS RECEIVABLE Dear (Customer Name): Can you imagine sending the following letter to all your customers? 'Dear Customer: Last weekend an explosion destroyed all our accounts receivable recor...

Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.

AGREEMENT FOR PURCHASE AND SALE by Gary Jacobson All Assets (Includes Trade Name Transfer) Comments This form involves a straightforward sale of all assets of a smaller incorporated agenc...

AGREEMENT FOR PURCHASE AND SALE by Gary Jacobson All Assets (Includes Trade Name Transfer) Comments This form involves a straightforward sale of all assets ...

ANNUITIES: MODULE V-G THE PRODUCT Annuities have been called 'upside-down Life insurance,' a phrase that refers to the fact that annuities are designed to pay out w...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

BEWARE THE OUTDATED SHAREHOLDERS AGREEMENT by Angela Bemiss and Kevin Stipe Published statistics suggest that the damage and personal injury caused by home fires is signifi...

A FIRE CAN DO MORE THAN JUST DAMAGE YOUR BUILDING Dear (Customer Name): If a serious fire occurred at your ( ), your first thought would probably be for the immediate...