AGENTS FOR CHANGE: WE CAN MAKE THE WORKPLACE SAFER by Arthur Moll More agent involvement in safety programs can be the single most important way to reduce accidents in the workplace. Small co...

CHECKLIST OF SERVICES Dear (Customer Name): SHARPEN YOUR PENCIL AND CHECK OUT THE COMPETITION . . . and we bet you'll find that it pays to comparison-shop when you're...

EMPHASIZE LOSS CONTROL Dear (Customer Name): If you read the newspapers, you know the problems that most business owners are having obtaining affordable insurance. It's a problem...

LOSS CONTROL SERVICES LETTER Use this letter to prospect for offering loss control services. Dear CUSTOMER NAME: If you read the newspapers, you know the problems that most...

MANAGING RISK: A GUIDE FOR YOUR BUSINESS CLIENT Part 4 of 4 INSURANCE AND RISK MANAGEMENT This is the generally accepted sequence of risk management activities: The risk of...

SIX STEPS TO PROTECT lsquo;CONTINGENT WORKERS - AND YOUR BUSINESS If youre using contingent workers on a part-time, temporary, or contract basi...

SIX STEPS TO PROTECT lsquo;CONTINGENT WORKERS - AND YOUR BUSINESS If youre using contingent workers on a part-time, temporary, or contract basi...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...

THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...

Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.