CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

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...

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

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 ...