In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

RESERVATION-OF-RIGHTS LETTERS: A RISK MANAGER'S GUIDE Reservation-of-rights letters often leave risk managers scratching their heads in shock and anger. What does the insurer mean? How should ...

SKILL SETS FOR A SUCCESSFUL RISK MANAGEMENT CAREER by Ben Schull What does it take to have a long and successful risk management career? Pamela Rogers, director of risk management for Sears, Roe...

SOFT MARKET - DISCUSS COST Dear (Customer Name): Thank you for the expiration date of your ( ) insurance. We can't promise your company will save money, but experience has shown that there are man...

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.

SWOT: ASSESSING YOUR CHALLENGES AND OPPORTUNITIES by Pamela Millard There are signs that the economy is improving. Some have even suggested that the recession is over. Lets hope s...

TARGET CORPORATIONS Dear (Customer Name): What do IBM and Exxon-Mobil Corporation have in common? An organized risk management team to show them the best ways to protect their assets. Professional ...

THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...

WORKERS COMP UNDERWRITING TRENDS by David Blessing and Tom McLaughlin At the end of the last decade, most companies weren't focusing on changing their Workers Compensation programs. Prices had ...