REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

SAMPLE GRIEVANCE PROCEDURE [Company Name] wishes to provide a comfortable, productive, legal and ethical work environment. To this end, the company wants you to bring any grievances you have about th...

SELF-PROMOTION NO ONE ELSE WILL DO IT FOR YOU by Lisbeth Wiley Chapman Producers can make certain that the right people see them, hear about them, read about them, and buy their products or ser...

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.

In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."