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TWO OFTEN-OVERLOOKED E&O EXPOSURES by Chris Burand Chris Burand identifies two exposures that many agencies are failing to guard against because theyre unaware of them. E&O...
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PUTTING THE RIGHT PEOPLE IN THE RIGHT PLACE: EXECUTE! by Chris Burand The cover of a recent issue of Fortune boasted a picture of a small army of spiffily dressed, famous CEOs under the tit...
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BE CAREFUL WHAT YOU WISH FOR by Chris Burand Many agency owners lament their staffs lack of a work ethic. Agency owners typically judge their employees work ethic against t...
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AVOID THE EMPATHY TRAP by Chris Burand The ability to empathize is admirable. It requires listening, understanding, ...
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CONSIDER A TWO-TIERED PRODUCER COMPENSATION SYSTEM by Chris Burand Is your producer compensation method outdated? Is it possible that theres a bettter way? This document by Chris ...
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WHY BUY INSURANCE FROM YOU? by Chris Burand I've asked hundreds, probably even thousands, of agency personnel why people should buy insurance from them. I estimate that 95% answer, 'We pr...
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WHAT DO CUSTOMERS WANT? by Chris Burand Visitors to www.ebix.com , an insurance portal Web site, were asked what their top concern was in purchasing insurance. As many as 56% of respond...
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CASH BONUSES AND EMPLOYEE MOTIVATION by Chris Burand Would you be surprised to learn that not everyone is motivated by money? When it comes to offering employees an inc...
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$200,000 GROSS COMMISSION PER PRODUCER: DREAM OR REALITY? by Chris Burand Whats your agencys break-even point for producers? Does $200,000 sound high? Read this document b...
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THE VALUE OF MAKING MISTAKES by Chris Burand In the December 24, 2001 Fortune magazine, Michael Schrage ...