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With summer approaching, the lull in autumn's new business results can't be far behind. September, October, and November are the weakest months for revenue and sales for a majority of agencies. Theories abound as to the reason, but probably it's because too many producers take the summer off from new account prospecting, or they spend their time continuing to round existing accounts. Sunshine, golf courses, and family take priority, and little new business is set up to be written in the fall.
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AGREEMENT made this ____ day of __________, 19__, by and among PURCHASER INSURANCE AGENCY, INC., a Massachusetts corporation having a principal place of business in Boston, Massachusetts, hereinafter referred to as the "Buyer," ROGER A. ABLE of Lexington, Massachusetts, hereinafter referred to individually as "Able," and JOHN B. BAKER of Newton, Massachusetts, hereinafter referred to individually as "Baker"; both Able and Baker being referred to hereinafter jointly as the "Sellers."
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In a recent edition of The National Underwriter, Editor Sam Friedman recommended that risk managers begin to explore the capabilities of sophisticated regional and local brokerages. This recommendation was based on recent broker megamergers and the growing lack of choice available to buyers.
For an independent agency or brokerage to take advantage of this opportunity, it should adopt the consultative brokerage style. In particular, its managers must learn the techniques that these sophisticated buyers have come to expect. The stewardship report and the executive summary are two techniques that firms must master to be successful in large accounts.
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The virtual office concept, also known as telecommuting or a mobile office, emerged as the American work force shifted from physical labor to knowledge-based work. Workers who create or manipulate information can generally perform anywhere there is a telephone, desk, chair, and computer. Technology enables the knowledge-based worker's office to be portable.
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In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.
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An online data room is a secure area where business people can access and review sensitive information. Insurance companies use virtual data rooms to coordinate with brokers, underwriters, and other consultants on the transfer of property and casualty claims.