MAKING CUSTOMER SURVEYS WORK by Al Diamond Customer Satisfaction Surveys have not yet become popular in the insurance agency business. Too many agency owners fear, rather than look forward to, ...

MINE THE INTERNET FOR PROSPECTS by Steve Anderson You can strike gold if you know where to look. A good place is the Internet. Insurance is all about making sales. And yo...

OFFICE SAFETY AND SECURITY: WHAT WORKERS NEED TO KNOW AND DO Although most people think of business places as safe and serene, in fact theyre rife with risks, both inside and outside the...

PERSONAL LINES RECORDS INCREASE REVENUE! by Grace Bauer People don't pay much attention to Personal Lines when it comes to account rounding, the yearly renewal review, and new busin...

PREVENT IDENTITY THEFT: BE AWARE, BE PROACTIVE, BE ASSERTIVE by Chris Wright An incorrect billing statement could be a simple error...

PROCEDURE GUIDE Dear (Customer Name): In order to make the reporting of claims as quick and easy as possible for you, we have enclosed a brief claims procedure guide. We recommend that you keep...

REDUCING WORKERS COMPENSATION COSTS by Sylvia Daves Employers are required to provide Workers Compensation insurance for all employees. You can help your clients by educating them about this c...

STAND TALL WITH STEWARDSHIP REPORTS by Rob Ekern Don'tbe left dangling on the hook of price and commodity. Stewardship is one of the most important techniques that agents and br...

STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART II by Rob Ekern In the second of his two-part series, Rob Ekern tells you how to get maximum mileage out of the Ste...

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.