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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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TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...
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FIND A CHALLENGE AND IMPROVE MORALE TODAY by Grace Bauer With agencies trying to keep up with renewals, remarketing everything, and j...
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Selling today is filled with contradictions. E-mail enhances our connectivity, but the number of E-mail messages is often so overwhelming that they go unanswered. Voice mail brings us together, but voice mailboxes are often clogged.
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PROTECT YOUR AGENCY WHEN AN EMPLOYEE LEAVES by Steve Anderson and Kitty Ambers In today's highly automated environment, it's imperat...
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GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...
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CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...
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AGENCY VALUATION, MERGERS & ACQUISITIONS: IS IT A NEW DAY? by Robbie Smith The significant loss of surplus from the 9/11 catastrophe, together with an already compelling need for r...
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OBTAINING X-DATES AND QUALIFYING PROSPECTS TELEMARKETING SCRIPT Producer: Maybe you can help me. Who is the person responsible for your Business insurance? IF THEY ...
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IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...