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BUILDING PROFITABILITY WITH LIFE AND HEALTH SALES by Carol Hammes Although most independent insurance agencies sell some Life and Health insurance, only about one-fourth of them have a separate ...
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MARKET CYCLES Dear (Customer Name): You've probably noticed that your insurance rates have gone up. It's nothing personal. The insurance industry is in what is called a 'hard market,' which simp...
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SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...
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OFFENSE OR DEFENSE? CONVERTING MANAGEMENT PROBLEMS TO OPPORTUNITIES by Virginia Bates The great teams in any sport succeed with a great offense that gets them points. While they ne...
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STOP TRYING TO AVOID OBJECTIONS! by Bill Cates Whether youre asking for referrals, calling to set an appointment, or asking a prospect to become a client and you seem to get a r...
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OWNERSHIP ISSUES AND COMPENSATION by Carol Hammes During the past several months we have been addressing methods for compensating agency staff, managers, and salespeople. How should...
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FRAUDBUSTERS: ASK A LICENSED PRIVATE INVESTIGATOR Part 1 Q: Recently, I was discussing a suspicious claim with another investigator. He said it appeared that one of the parties in the loss was ...
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COMMERCIAL LINES PRE-APPROACH Dear (Customer Name), HOW WELL DO YOU KNOW YOUR INSURANCE? With so many demands on their time, many business owners find it difficult to learn enough about t...
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The use of alternative dispute resolution (ADR) by the insurance industry might not be new, but a growing number of...
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THE MIXED-PERPETUATION SANDWICH: INSERTING A NON-FAMILY LAYER by Brian Burke Discussions about the perpetuation of family-owned agencies often assume that the offspring always bu...