Deadlock is to dealmakers what cliffhangers are to TV couch potatoes — frustrating yet compelling, as the impasse challenges each side’s negotiating maturity, skill, and acumen. This document by Patricia Berry offers 10 key methods for jump-starting a stalled exchange.

Selling in every industry and every size of business is changing so radically...

AGENTS CAN NEGOTIATE CONTRACTS by Chris Burand When it comes to re-negotiating company contracts, if you dont ask you dont get! Suppose you own an agen...

FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 1 Q: Recently, I was discussing a suspicious claim with another investigator. He said it appeared that one of the parties in the loss was ...

BUSINESS LIFE INSURANCE THE MORE YOU HAVE, THE MORE YOU STAND TO LOSE Dear (Customer Name): THE PROBLEM ... ... The more successful your business, the more you or your family...

'BUT I CAN'T AFFORD TO ADVERTISE!' by Al Diamond Why on earth would agency principals pay a consu...

CHECKLIST OF SERVICES Dear (Customer Name): SHARPEN YOUR PENCIL AND CHECK OUT THE COMPETITION . . . and we bet you'll find that it pays to comparison-shop when you're...

Agents who’ve experienced a hard market know that claims are often scrutinized much more closely than they are in a soft market. Unfortunately, circumstances sometimes lead to the denial of claims that are covered regardless of market conditions. This document by the Virtual University faculty provides an example of what you might see more of in the months to come.

Have your insurance marketing email campaigns been showing inflated CTR numbers? This short article (3 minute read) will help explain what is going on and what you can do about it.

CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...