IMPLEMENTING OSHA'S BIOHAZARD STANDARDS by Bill Grieb Many employees may be exposed to biohazards in their workplace. The Occupational Safety and Health Administration (OSHA) has developed stan...

INTERVIEWING: MODULE III-A INTRODUCTION Now that you know where to look and for whom you're looking, it's time to work on the interviewing process. This section...

A recent article in a national training magazine used "insurance" as an example of a commodity sale. Do you agree with that? Is insurance a commodity? Do you sell it that way? Should it be sold that way? How do your insureds and prospects view it? In this article, the IIABA Faculty explores some of these issues.

ITS TIME TO HIRE PRODUCERS! by Preston Diamond With so many people unemployed and others hanging on to jobs with which theyre dissatisfied, it should be easy to find new su...

LESSONS IVE LEARNED IN CRISIS MANAGEMENT By Janine Reid Its not a question of if, but when, your company will experience a crisis. Crisis Management specialist Janine Reid...

LIFE GUIDE FOR P/C AGENCIES: MODULE I LIFE OPERATION OPTIONS INTRODUCTION When you decide to establish a Life operation in your P/C agency, you have different fi...

Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.

LOSS CONTROL SERVICES LETTER Use this letter to prospect for offering loss control services. Dear CUSTOMER NAME: If you read the newspapers, you know the problems that most...

MANAGING FOR PROPER SERVICE by Catherine Oak Follow these guidelines to boost retention rates and earnings. Due to the costs of producing and servicing an account, the av...

MENTORING FOR AGENCY GROWTH by Mona Carpenter According to Webster's, a mentor is 'a loyal advisor entrusted with the care and education of a student ... a wise and trusted counselor.' I...