STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART I by Rob Ekern First in a two-part series, this document by Rob Ekern explains what a Stewardship report is and...

STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART II by Rob Ekern In the second of his two-part series, Rob Ekern tells you how to get maximum mileage out of the Ste...

SURVEYS: THE RUBIK'S CUBE CHALLENGE by Mike Manes This is the latest in a series of articles on organizational management and leaders...

TARGET LARGE BUSINESSES Dear (Customer Name): Is your insurance agent satisfied? He or she shouldn't be. Your company's assets might be valued in the millions of dollars, all exposed differently ...

THE ART OF CONVERSATION: LISTEN UP! by Ellen Lubin-Sherman I often receive phone calls from clients who want to improve their communication skills. Theyre worried that they might b...

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.

THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...