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E&O AND THE HARD MARKET by Bill Wilson In a hard market, E&O claims have a tendency to rise in both frequency and severity due to increased workloads, reduced coverages, and other facto...
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INSURANCE AGENCIES AND THE EMPLOYMENT CIVIL RIGHTS LAWS OF CALIFORNIA AND THE NINTH CIRCUIT, PART 2 by Francis G. Willmarth This article addresses the latest trends regarding the employment ci...
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E&O CAVEAT NO. 1: NEVER ASSUME! by Bill Wilson One of the most common sources of E&O claims involves failure to communicate. In this article, Bill Wilson examines a serious breakdown in...
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THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...
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MARKETING YOUR WEB SITE by Bill Wilson Now that you have your Web site up and running, how do you get new and existing customers to visit? Aside from the fact that it has to offer them s...
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REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...
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SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...
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TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...
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CUSTOMER LOYALTY AND RETENTION PRIMER by Lynn Thomas In todays highly competitive marketplace, customer retention is a critical success factor. IIAAs Best Practices lists i...
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WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...