THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...

P/C agents often have reviewed contracts and leases in conjunction with writing Contractual Liability coverages. In many cases, agents will advise clients to reject hold-harmless clauses which place undue hardship on them. Yet insurance agents themselves may be in the grip of hold-harmless clauses, which could lay immense financial burdens on them, even if they are totally innocent of any wrongdoing. We refer to the producer or general agent (GA) contracts of some-not all! -- Life carriers. Unfortunately, some of these carriers are among the best-known career or brokerage companies and, even worse, agents often aren't aware of the poisonous clauses until it's too late and they're sued.

THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...

FRAUDBUSTERS: THE SWEET LITTLE OLD LADY by Barry Zalma The insured was 82 years old and bored. She had been born shortly after the turn of the century to a wealthy family of Connecticut merchant...

THREE PERSPECTIVES ON PERPETUATION MISTAKES 'What is the most common mistake agency principals make during the perpetuation process-and how can they avoid it?' Douglas C. Moat,...

TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...

VALUING YOUR CUSTOMERS: PART I by Jack Burke As a person who deals in audio and video, as well as the printed word, Ive always been a bit backward and out-of-sync with my personal ...

INFORMATION DATE 19920216 DESCRIPTION USDOL Program Highlights, Applying for Variances from OSHA Standards SUBJECT Where to Apply for Variances from OSHA Standards ABSTRACT Under certain conditions...

WORKING IN MY SWIMMING TRUNKS: HOME-BASED OPPORTUNITIES by Jack Burke Millions of Americans operate businesses from their homes. This document by Jack Burke offers recommendations for u...