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BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...
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'Call it whatever you like-re-engineering, restructuring, transformation, flattening, downsizing, rightsizing, a quest for global competitiveness- it's real, it's radical, and it's arriving every day at a company near you.' (Fortune April 5, 1993)
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AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...
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TOOLS FOR FINDING PEOPLE ON THE WEB by Steve Anderson FindMeOn is a profile management service that connects online identities across social networks, blogs, and photo sharing sites....
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WHY CAN'T WE GET ORGANIZED AROUND HERE?! by Al Diamond I wouldn't want to count how often we have heard that sad lament from insurance agency principals. The place looks a mess, and the sta...
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COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...
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APPOINTMENT TO DELIVER POLICY Dear (Customer Name): Thank you for choosing (Your Agency Name) to handle your Group insurance program. We have a qualified staff ready to handle all your program's ne...
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ACQUIRING AN INSURANCE AGENCY by Carol Hammes The buying and merging of insurance agencies continues to be a hot trend. Traditional buyers, such as larger local agencies, regional f...
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FRAUDBUSTERS: THE SWEET LITTLE OLD LADY by Barry Zalma The insured was 82 years old and bored. She had been born shortly after the turn of the century to a wealthy family of Connecticut merchant...
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CHECKLISTS PROTECT AGAINST ERRORS AND OMISSIONS by Grace Bauer I recently got to babysit my two nephews for four days. My sister gave me a long list of daily things to do as well as rules t...