RESPONSIBLE DELEGATION BENEFITS ALL by Emily Huling Lack of communication adversely affects client relationships, employee-to-employee relationships, and the professional development an...

SALES SUCCESS IS AS EASY AS A-B-C by Emily Huling You've been told sales is a numbers game. Through tireless effort, you've established a prospect list of 700. All names and contact in...

SALES SUCCESS DEPENDS ON THE QUALITY OF YOUR CONTACT by Emily Huling You've been told that sales is a game of numbers. Through tireless effort, you've established a prospect list of 700...

“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.

SOLIDIFYING REVIEW APPOINTMENT Dear (Customer Name): I'd like to thank you for allowing me to review your insurance program. The time spent looking over your present policies and asking you questio...

SUCCESS STORY MARKETING by E. Al Diamond Last week, I got a notice from my real estate broker announcing that she had just sold another house in my neighborhood. Then I realized that...

In a recent edition of The National Underwriter, Editor Sam Friedman recommended that risk managers begin to explore the capabilities of sophisticated regional and local brokerages. This recommendation was based on recent broker megamergers and the growing lack of choice available to buyers.

For an independent agency or brokerage to take advantage of this opportunity, it should adopt the consultative brokerage style. In particular, its managers must learn the techniques that these sophisticated buyers have come to expect. The stewardship report and the executive summary are two techniques that firms must master to be successful in large accounts.

THE 'MOTHER-CHILD' COMMERCIAL LINES SALE by Alan L. Shulman, CPCU When you attempt to sell Commercial Lines, you can project yourself as either a generalist or a specialist. In virtually a...

THE ART OF LISTENING by Jack Burke Picture yourself at your desk shuffling through some new paperwork you've just received from one of your companies. Propped to your ear is the telephon...

THE CONSULTANT CONTRACT by Paige Proctor So you decided to hire a consultant. You received the proposal and liked what it said. You then checked the references and decided to move the propos...