We'd like to introduce ourselves. We're (Your Agency Name), and we've been in business in ( ) for more than ( ) years. It's been our...

STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART I by Rob Ekern First in a two-part series, this document by Rob Ekern explains what a Stewardship report is and...

TELEMARKETING CAN BUILD BUSINESS by Randall Marc and Adam Seid Before beginning a telemarketing campaign, some internal research needs to be done. Everyone would like to believe th...

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

THINK OF E&O WHEN YOU'RE SEARCHING FOR MARKETS by Curtis Pearsall There's an old saying: If the price sounds too good to be true, it probably is. As you know, we're in the midst of a soft marke...

THINK OF E&O WHEN YOU'RE SEARCHING FOR MARKETS by Curtis Pearsall Price-based marketing can be hazardous to your agencys E&O health. Theres an old saying: If the p...

WORLD-CLASS CUSTOMER SERVICE by Diane Herbert and Pamela Millard What sets your agency apart? What do you do better than othe...

In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."

No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.

That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.

When it comes to prospecting, every agent has done his or her fair share cold calling on the phone, the White Pages in hand,...