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..., for example, this has created a whole cottage industry of Cumis counsel, tak... for companies to strengthen their own insurance and risk management programs, learning from the past to avoid future perils. This article originally appeared in the Risk Management Letter, published by risk management consulting firm Warren, McVeigh & Griffin, Inc. © Copyright 1994 Griffin Communications, Inc., Newport Beach, CA 92660. No repro...

...al renewal dates. 4) Punch three holes in the renewal control list and maintain it in a three-ring binder on your desk. a) Create a separate ...onal satisfaction: It's always satisfying to know you can do a job well and handle things professionally - without requiring the services of a certified sleuth. Implement one (or a combination) of the four suspense systems to realize time- and money-saving benefits.

...would keep throwing money down the hole. You have one of two choices: Terminate the program, or fine-tune the effort to improve results and...he dead giveaway to ego-centered marketing is when an agent tells us that the ...

...a spiral notebook (with loose-leaf holes in the pages) for taking notes. Staff members should withhold any training to a trainee who isn't carrying a spiral notebook. This rule also encompasses answering questions and checking work. Encourage your staff to tell the trainee, 'Write this down!' Let the Training Begin! Kick-off is essential. Hold a breakfast meeting with the entire agency (a continental breakfast will suffice) to give th...will probably be one of the most rewarding investments you'll ever make. Sit back ...

...e that most insurance designs had holes and problems. In addition, the negative concept created uncomfortable, anxious feelings, and seriously damaged his self-estee... producers honestly identify their selling fear(s), with the help of an expert, they can eliminate the problem and surpass production goals that were formerly unattainable.

... the following applies: You haven't received our previous letters We did not sufficiently cover the benefits of our Asure program You are not interested in the extended protection And some more bullets, followed by a warning that the first year's warranty is about to expire. See the hole here? Who the devil is the woman who signed this letter to try to nail us with the nasty mantle of causing an unpleasant surprise? Who is she to draw any supposition? That's the key: We've never had any relationship. In this non-relationship, ... rated yet. 100 EASY WAYS TO BEGIN A SALES LETTER (Part Three) by Herschell Gordon Lewis The number of ways to begin a sales letter is infinite. However, the key lies in understanding what separates a good letter opening from the vast number of bad ones out there. Do you really have a hundred ways to begin a sales letter? ' No, I don't. I have closer to 200. And anyway, the question isn't valid, because you left out the key word-effective. Without that word, any ... caution, a universal rule of force-communication: Don't use dynamite to kill a butterfly. A letter to my wife from a company pitching a refrigerator service contract begins: Dear Margo Lewis: We are surprised we haven't heard from you about our recent offer of Extended Service coverage. Maybe one of the following applies: You haven't received our previous letters We did not sufficiently cover the benefits of our Asure program You are not interested in the extended protection And some more bullets, followed by a warning that the first year's warranty is about ...

...oll-free software helpline, and a whole bunch of other goodies-all free. If ...ales letters aren't the traditional beginning-'Dear Friend&quot

... ESOPs. A retired, widowed relative once told me that she was planning on shifting a large portion of her rather modest nest-egg into municipal bonds, having listened to a mutual-fund sales pitch that was evidently quite persuasive. The fact is, she needed this like a hole in the head. If there was one problem she didn't have, it was an income-tax problem. The salesman was a missionary for his product and not a problem-solver. An ESOP is not inherently a good thing or a bad thing. It is a financing ... if most agency principals had been diligent in their perpetuation planning over the last couple of decades, the recent changes in the industry and the economy would have many of them back to the drawing boards. We're all familiar with these changes. Let's just review the basic ones. Revenue Growth: My company's annual agency analysis service recently revealed the following growth averages for a group of about 60 agencies: P/C commission growth in 1992: 0.1% (flat) Operating revenue growth in 1992: 0.7% (barely more than ... Lines Stability. Just when the private passenger auto market seems to have stabilized in most regions (apologies to our friends in southern California), now homeowners looks like a troubled line. And not only in windprone areas. Can we really continue to give that much coverage for a few hundred bucks? A little price firming in this line would not be unwelcome news to most agencies if it were smooth and stable. How likely is that? Even if it were to be smooth on an industry-wide basis, the way many agencies ...