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THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...
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HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...
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CONSULTATIVE BROKERS IN A CHANGING MARKET by Rob Ekern Those of us who entered the business more than 20 years ago have seen two or three market cycles. We had to weather at least one and...
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THE IMPORTANCE OF RESOURCES: HOW CONSULTATIVE BROKERS DIFFERENTIATE THEMSELVES by C.R. Ekern Consultative brokerages develop spheres of resources to provide their clients a higher level of expe...
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STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART II by Rob Ekern In the second of his two-part series, Rob Ekern tells you how to get maximum mileage out of the Ste...
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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...
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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...
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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...
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DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...
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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 ...