A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

10 WAYS TO FIGHT TELEPHONE FRAUD by Peter van Aartrijk Jr. Telephone industry analysts estimate that telephone fraud in the United States costs businesses and residences as much as $4 billion pe...

100 EASY WAYS TO BEGIN A SALES LETTER (Part Four) by Herschell Gordon Lewis 76. Quick: What if. . . We're really in the provocative neighborhood with this one, which hurls down an irresistible ga...

12 LOW-BUDGET MARKETING IDEAS TO BOOST YOUR BUSINESS by Emily Huling Its nearing years end, or weeks end for that matter, and your people are looking just ...

Historically, a hard market is part of the cyclical nature of the insurance industry. At one time, these cycles occurred fairly consistently at about seven year intervals. However, the last significant hard market came in the mid-80s.

A hard market is characterized by increasing rates and/or reduced industry capacity, which leads to affordability and/or availability problems. In addition, both underwriting and claims adjusting usually become more stringent. In the current marketplace, these conditions are exacerbated by increased uncertainty about such loss exposures as terrorism, mold, etc., and by a reinsurance market significantly strained by the events of September 11.

19 TIPS FOR GETTING RISK SUBMISSIONS ACCEPTED We subscribe to the 'win-win' theory of negotiating when placing business with our company underwriters. The placement has to be '...

Despite fax, e-mail, and Web site marketing, direct mail remains one of the most effective methods for conveying your company’s message to prospective clients. John Graham provides tips for making your direct mail efforts as powerful as possible in this document.

A BRIGHT FUTURE FOR SMALL AGENCIES by Chris Burand Independent agencies, even small ones, definitely have a bright future. Offer better service related to a specific product or offe...

A CREATIVE WAY TO SELL 'UMBRELLAS' IMMS Member Wayne Smart of Fry, Jordan & Wilson, Inc., South Boston, Virginia sells Personal Umbrella insurance by the bucketful. Here's how: Wayne tapes a pape...

A LEADERSHIP QUIZ FOR TOMORROW by Mike Manes The responsibilities of a leader include: A. Comforting the afflicted B. Afflicting the comfortable C. Both A and B...