It's much easier to assess the financial strength of a carrier in the world of Property and Casualty insurance than in the world of Health insurance. Several organizations have standard rating systems to assess a P/C carrier's strength and financial performance. A broker can quickly compare the financial viability of various P/C carriers using an assigned rating. Brokers usually don't even bother to look at an unrated carrier.

GETTING lsquo;BACK TO BUSINESS by Jack Burke The tragic events of September 11 will have long-lasting effects on the many aspects of our business, not the least of wh...

HARD MARKET PRE-APPROACH Dear (Customer Name): THE PRICE IS RIGHT! It's free! Our risk management consultants come to you free of charge, and you might be surprised at what they'll have...

PROSPECTING IDEA FOR SOLID GOLD CLIENTS by Mary Beth Bolen For many traditional CSRs, prospecting is one of the most dreaded tasks -- but it is one of the most important to the agency's...

Close your eyes and visualize a red and white soup can. Then imagine a brown and white candy wrapper. Did you picture a Campbell's tomato soup can, then a Hershey's chocolate...

UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...

WORKING TOWARD THE PERFECT LIFE OPERATION If you could design the perfect program for Life production in a P/C agency, what qualities would it have? See if this matches yours: 1) PROFIT-lots of it; ...