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 I by Rob Ekern First in a two-part series, this document by Rob Ekern explains what a Stewardship report is and...

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.

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...

VALUING YOUR CUSTOMERS: PART II by Jack Burke The previous article discussed the purchase of a new television and my impatience when it came to waiting for delivery. I can now report that...