'52 PICKUP' FOR ORGANIZATION AND PRODUCTIVITY by Mary Beth Bolen During many years of helping others organize and automate, I've picked up some helpful techniques. When I'm not productive, i...

A HEALTHY MARKET? PERCEPTION IS REALITY by Chris Burand A recent study by Zurich U.S. revealed what I believe could cause big problems for agents and brokers in the near future. The probl...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

AUDIT EXPLANATION - PREPARE, PREPARE Dear (Customer Name), THERE'S SOMETHING YOU SHOULD KNOW ABOUT AUDITS . . . As you know, Workers Compensation and General Liability policies are su...

THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...

WHY PROCEDURES? by Grace Bauer I often hear, 'Why does our agency need procedures? We've been in business this long without them.' If you can answer 'yes' to any of the followin...

YOURE UNIQUE - SO, SPREAD THE WORD! by Maribeth Kusmeski If your agency were truly unique, your clients would be letting others know. Do they? If youre delivering...