TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...

INFORMATION DATE 19910815 DESCRIPTION USDOL Program Highlights on Waste Anesthetic Gases SUBJECT Waste Anesthetic Gases ABSTRACT The waste anesthetic gases and vapors of concern are nitrous oxide a...

WHAT DOES AN AGENCY OWE ITS PRODUCERS? by Chris Burand This is the softest market the P/C industry has ever experienced. To thrive, agencies must eliminate waste, work harder, and work sm...

WHEN YOUR CUSTOMERS COME CALLING: VOICE MAIL ETIQUETTE by Judi Newman More bus...

WHEN YOUR CUSTOMERS COME CALLING: WHY TELEPHONE MANNERS ARE IMPORTANT by Judi Newman More bus...

In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."

WORK FLOW PROCEDURES IN AN AUTOMATED AGENCY FOREWORD PURPOSE This manual is the culmination of many years of work and study with agencies operating within the American Agency S...

WRESTLING PROFITS FROM SMALL COMMERCIAL ACCOUNTS by Sharon Cunningham This article by Sharon Cunningham will discuss the difference between the agencies that handle small accounts because t...

YOUR AGENCY NEEDS TO SAVE TIME RIGHT NOW by Grace Bauer In these tough times, your agency needs to operate as efficiently as possible so that you can maintain your book, sell more busines...