PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

ETHICS CODE SAMPLE CODE OF ETHICS [Company Name] will conduct its business honestly and ethically where ever we operate in the world. [Company Name] will constantly improve the quality of its se...

SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...

STAY FOCUSED ON SALES AND THE CLIENT The Dartnell Corporation, Chicago, IL, points out that the day-to-day activities of sales can easily distract producers from selling. Phone calls, meetings, paper...

STOCK PURCHASE AGREEMENT I AXIS/BATES THIS STOCK PURCHASE AGREEMENT ('Agreement') is entered into effective the date set forth on the signature page below, by a...

TEN TIPS FOR WRITING GOOD AD COPY by Patricia Berry Writing an ad? These tips and warnings from Patricia Berry will help you to get the very best response. Start by choo...

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.

THE CHALLENGE OF CHANGE by Mike Manes A body at rest tends to remain at rest. Is it just human nature to resist change? Mike Manes examines this issue as it applies to independent agenc...

TWO STEPS TO THE SALE by Bill Cates This article will combined two concepts Ive discussed in the past and apply them to the process of turning prospects into clients. Foresh...

USE COMPLEX PASSWORDS by Steve Anderson Passwords seem to be the bane of our existence. However, until better technology comes along, were stuck with having to manage multiple pass...