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... work. Hank was a buddy of mine for more than 20 years. We hung out in high school and college together. We were best friends. Then he did something I didn't like. I was angry. And I didn't tell him. We slowly drifted apart. Why didn't I tell him how I felt? Not sure. I guess I was just into being right and angry with him. Then, about a year ago, after seven years of not talking to him, he called me up and asked to ... have thousands of articles, checklists, tip sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All Back Communication Builds Trust 4/30/2013 12:00:00 AM by CompleteMarkets Editor , bill cates 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 Why we all need honest communication in our business and personal lives. In his book Just Be Honest ... they (including our clients) withhold information from us all the time. Let's look into this a little further. We need to create a business culture in which our clients feel totally comfortable with telling us "everything." So, I hope you're in the habit of checking in with your clients on a regular basis to make sure that they're completely forthcoming with how they feel about doing business with you. Want a gutsy way to ask this? Say to your clients, "Let's forget about the market for a minute ...

... work. Hank was a buddy of mine for more than 20 years. We hung out in high school and college together. We were best friends. Then he did something I didn't like. I was angry. And I didn't tell him. We slowly drifted apart. Why didn't I tell him how I felt? Not sure. I guess I was just into being right and angry with him. Then, about a year ago, after seven years of not talking to him, he called me up and asked to ... x No Thanks Loading.. Communication Builds Trust 4/30/2013 by CompleteMarkets Editor , bill cates 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withholding thoughts or feelings from others is a form of lying. If we accept this fact, we must admit that all of us lie a good deal of the time. We withhold our thoughts and feelings from our loved ones, ... they (including our clients) withhold information from us all the time. Let's look into this a little further. We need to create a business culture in which our clients feel totally comfortable with telling us "everything." So, I hope you're in the habit of checking in with your clients on a regular basis to make sure that they're completely forthcoming with how they feel about doing business with you. Want a gutsy way to ask this? Say to your clients, "Let's forget about the market for a minute ...

... other key elements. Will there be enough time to get the respective buyouts accomplished? If there are three owners, all over age 55, who want to start their retirements by age 65, you have a serious problem. Even if the owners are 10 years apart in age, unless there are already some good younger candidates in the wings, when the first one is ready to get out, there might not be enough time to build the necessary depth of willing buyers. It's hard enough to find good producers, let ... want to be paid over a five-year period. I want to retire at age 55 or 60. I want to retire at age 80. I want to keep my car/expense allowance during the buyout period. The agency must continue to rent space in my building for as long as I say. All of the current employees must have a job here as long as they want one. Regardless of their qualifications or experience, my children must have key management and/or ownership positions. I don't think that any of ... not uncommon for a major principal to become so closely associated with the agency that he or she starts to identify with it on a personal level. The longer you do everything yourself, the harder it will be to delegate even the smallest of responsibilities. Ego and habit form a psychological barrier that makes it increasingly more difficult to share clients and decision-making with even the best of potential successors. This phenomenon is even more pronounced when family relationships enter into the business environment. The tendency to put off perpetuation planning until tomorrow has been ...

... has only to make a business decision. Finally, the checklist demonstrates your professionalism to the client. Once you've initiated a discussion of the risk-management process with them, you're in a position to talk about insurance and non-insurance methods of dealing with risk. This sets you apart as a competent professional able to present alternatives, rather than the stereotypical salesperson interested only in making a sale. This builds the strong trust relationship that's essential for a long-term relationship. The beauty of this activity is that almost all systems have built-in account checklists and ... never write a Commercial account without inspecting the risk. This applies to both new business and renewals. If the account is too small to inspect, you would be better off not writing it. If an insured does something you don't know about, or if the building has features not considered, you might fail to advise the insured properly. Take photos of the front, rear, and sides of the property; if possible, take some inside. Diagram the premises and highlight any special processing. Have the insured walk you ... : Determine how each of your carriers handles this type of exposure. Get their procedures in writing, and ask them to notify you in writing if they change. Once you know how individual carriers each handle the exposure, you can proceed accordingly; Get in the habit of conveying to the carrier, in writing, instances in which proper notice has not been sent to the various parties involved. In other words, document your file and always leave a trail; If the carrier elects not to notify, ask if you can ...