CONSULTATIVE BROKERAGE: A THINKING PLAYERS GAME by Rob Ekern Selling, like golf, requires careful thought. As a young man, I occasionally played golf on a competitive ba...

E-SURVEYS: SELF-SERVING PABLUM by Jack Burke Most questionnaires aren't worth the paper they're printed on because they're designed to elicit only positive responses. Companies are afrai...

THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...

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...

WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...