Trying to get fish into the boat before catching them sounds crazy; it wouldn't make...

The previous three articles in this series dealt with automation as it pertained to an agency's processing work. This article by Curtis Pearsall will examine how several aspects of automation can help reduce your E&O exposure.

ARE YOU WILTING YET? by Grace Bauer If you're feeling yourself wilt on the job and think that you might be f...

BE PREPARED WHEN CHANGING BANKING PARTNERS by Ron Overson Business banking relationships tend to be personal and long-term; they rarely change. However, as your agency grows, its needs change, a...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

COMPUTER COMFORT FOR CSRs by Mary Beth Bolen As we all know by now, ergonomics is essential for people who work at a computer all day. CSRs can maintain sanity and prevent injury by guarding aga...

CONFIRMATION OF EMPLOYEE CENSUS Dear (Customer Name): Thank you for taking the time to meet with me on ( ). I enjoyed talking with you and I believe I can come up with a Group insurance program that...

In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

FROM BUSINESS INSURANCE TO FAMILY INSURANCE by Preston Diamond Every Commercial account represents an opportunity to cross-sell Personal Lines to key employees. To help you get your sha...

GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...