AGENTS AND CLIENTS: CLOSING THE GAP by Emily Huling Agents and clients have different priorities. A recent Independent Insurance Agents of America study revealed that 59% of Personal Line...

EMPLOYEE MOTIVATION: WHAT WORKS by Chris Burand How do you motivate employees? Chris Burand has made several basic observations over the years about what works in this area a...

HEALTH INSURANCE: MODULE V-H OVERVIEW Health insurance has grown into a vast and complicated field involving many types of policies and programs: Group, individua...

Every year sometime after Thanksgiving, my clothes shrink. My newest suit coat no longer buttons, and the pleats of the pants pull tight. This is confusing, because in my mind’s eye, I’m still the lean, mean, fighting machine who completed Army basic training in 1971. The truth is that my clothes are the same size, but the body the fabric must cover has grown and reshaped.

THE GENERATION GAP AT WORK: HOW BOOMER OWNERS MUST DEAL WITH GEN X EMPLOYEES by Al Diamond To explain how the older 'boomer' generation must relate to its successor, 'Generati...

FRAUDBUSTERS: THE SWEET LITTLE OLD LADY by Barry Zalma The insured was 82 years old and bored. She had been born shortly after the turn of the century to a wealthy family of Connecticut merchant...