All too frequently, creative risk and insurance management programs lack the vital, but elusive, Crisis Management Plan segment. Even when logical, proven risk and insurance management techniques and effective loss control activities are utilized, crises must still be anticipated.

ENCOURAGE A POSITIVE VIEW OF THE INSURANCE INDUSTRY by Mary Beth Bolen What are two 'facts' most customers 'know' about insurance? One, it costs too much. Two, if they make a claim, their po...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.

Selling in every industry and every size of business is changing so radically...

CRACKING THE EGG: DEALING WITH DIFFICULT CUSTOMERS by Dave Kahle Its easy to work with people you like, and its even easier to work with people who like you. But thats n...

COMMONALITY BREEDS RELATIONSHIPS by Jack Burke We're more alike than we think. Relationships, whether face-to-face or cyber-distanced,...

The changing marketplace is presenting several new pressures and challenges for the owners of independent agencies. The success...

ARE YOU IN BUSINESS TO MAKE A SALE OR MAKE A PROFIT? by Chris Burand The title of this article comes from a popular seminar Ive given throughout the nation. Ive asked this q...

THE BENEFITS OF FORMING YOUR OWN PREMIUM FINANCE COMPANY by Chris Farfaras Creating an in-house finance company allows ag...

Globalization and technology have affected every industry, including insurance. This has moved ACORD to participate in organizations and program...