ASSESSING YOUR FIRM'S RESOURCES by Bill Schoeffler and Catherine Oak Today, it is critical for insurance agents and brokers to plan their own destiny. One can never be quite c...

The speakers on the tape I was listening to said, 'When you complete the process of rearing your children, you want to be...

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

BIG CHANGES, BIG DOLLARS by Brian Burke This is about our industry, IPOs, financial danger, and some possible implications for our agency clients. Let's erase the board for a mo...

BINDER BILLING - EXISTING ACCOUNT Dear (Customer Name): RE: While your policy is in the process of being issued, please accept this (Binder Number) as evidence of coverage. As soon as the polic...

BINDER BILLING - NEW ACCOUNT Dear (Customer Name): RE: While your policy is in the process of being issued, please accept this (Binder Number) as evidence of coverage. As soon as the policy is ...

BRAIN TISSUE AND SCAR TISSUE by Michael Manes A wise friend of mine often talks about brain tissue versus scar tissue. I agree with him that these are the two ways that we learn. Brain tis...

Each year potential hazards threaten the business community worldwide. Earthquakes, hurricanes, floods, fires, and other disruptive events represent a continuous problem throughout the business community. Many of these threats result in significant exposure to large and small businesses. When business operations are disrupted, companies suffer both tangible and intangible losses.

BUSINESS PLANNING WORKBOOK by Michael Manes Introduction Planning is a commitment to move your organization from where it is to where it needs to be. ...

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.