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CHECK FRAUD AND COUNTERFEITING by L. Burke Files As computer and duplicating technologies have advanced and become cheaper and more widely available, check fraud and counterfeiting have grown. T...
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GENERAL AGENCY ADVERTISING by John D. Farr WHAT WE HAVE IN COMMON If there's any one common thread among...
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PENNY WISE AND DOLLAR FOOLISH: MEASURES TO INCREASE BACKROOM EFFICIENCY by Dana Falardeau The independent agency today is performing just about all the tasks that the carriers used to h...
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'BOOT CAMP' FOR INSURANCE AGENCIES by Dana Falardeau Why does the Army hire people with no experience? Could it be that they want to train them the right way at the start? Coul...
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THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...
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CYCLE-UP YOUR MARKETING by Nanci Evarts Check out these solutions to soft-market woes. Shifts in the marketplace are either heralded by agents and brokers with general e...
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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...