LEARNING TO MANAGE E-MAIL by Steve Anderson Communicating with someone used to be easy. You could just pick up the phone and give them a call, or sit down and write a note. Fast forward a...

LET THERE BE LESS LIGHT Dimmer overhead light means greater comfort when you're working at your computer, advises the American Optometric Association. As a rule, lighting levels should be set ...

MARKETING PLAN: MODULE II INTRODUCTION You have five basic options regarding the structure of your Life operation. Each offers distinct advantages and drawbacks-d...

NEW S CORPORATION RULING: AVOID TERMINATION TRAP by Irving Blackman Is your company an S corporation or thinking of becoming one? S corporation status is the usual choice for most closely held b...

PUTTIN ON THE RITZ BUILDING A CUSTOMER SERVICE CULTURE by Bill Wilson If youve ever stayed at a Ritz-Carlton hotel, Im betting that the experience was o...

QUIET TIME SPEAKS VOLUMES by Grace Bauer Do your employees complain about feeling overworked, never having enough time, or being stressed out from constant interruptions? Fight the madness ...

DRUG AND ALCOHOL POLICY Drug and alcohol abuse contributes to billions of dollars of lost productivity and thousands of work place injuries every year. This company takes drug and alcohol abuse as a ...

SERVICE TIPS Rusty Claton of Whillis-Harding Insurance in Kewlona, BC, has a poster in her office that reads: 'You don't have to be a millionaire to be sued like one.' It is effective ...

TAX BENEFITS FOR S CORPORATIONS by Al Diamond Many insurance agencies have chartered themselves as sub-chapter S corporations over the years. The 'S Corp' was created so that companies co...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.