ANALYZING CUSTOMER PROBLEMS by Mary Beth Bolen The best customers are your existing customers. Some agree with that statement and some don't. There are some customers you'd probably rather b...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 1 Q: Recently, I was discussing a suspicious claim with another investigator. He said it appeared that one of the parties in the loss was ...

FRAUDBUSTERS: AUTO ARSON FRAUD INDICATORS AND INVESTIGATIVE HINTS When a claim report for an automobile fire is made, it's important to treat the claim as legitimate to avoid offending good cu...

BASIC FACTS ABOUT REGISTERING A TRADEMARK Part 3 of 5 FILING REQUIREMENTS Before completing an application, read the instructions carefully and study the examples provided. Er...

COMMUNICATING IN A CRISIS by Janine Reid Protecting your company's reputation and credibility during a crisis is a responsibility that you need to address from the get go. ...

CREATING INITIATIVES AND OBJECTIVES Your planning meeting should focus on the areas that need atte...

Finance, it is often said, is the language of business. This may well be true, but there are a lot of us who don't understand the language and could be described as 'financially illiterate.' It doesn't have to be that way and you don't need an accounting background to become financially literate.

FINANCIAL STATEMENTS AS A MANAGEMENT TOOL by Douglas Moat Like most businesspersons, insurance agency owners and managers want to know how well they are doing and how much their business is wo...

Through the years I have seen Life policy applications and agents' reports with erroneous information. You probably have, too. I don't mean judgment calls with room for honest disagreement; I mean downright wrong information. One of the most common untruths may be the statement that a new policy will not replace an existing policy, when in fact it will. The agent may save the trouble of bothering with replacement forms, but he or she also may be buying a big problem.