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... insurance agency"? I think we all could agree that it is purely and simply a "sales organization." Certainly it does a great many other functions, but first and foremost a sales organization. When an agency ceases to sell, it is doomed to failure. So, if we are going to succeed as a sales organization in this highly competitive environment, we've got to not only find prospects, but also obtain the expiration dates of those prospects. It seems to me the greatest question in the agency business today is "How and where do I find expiration dates?" Most agencies look through knotholes and find that their vision is so impaired that all they see are a few measly referrals. Our peripheral vision is cut off by the knothole, sources of new business are stunted and we stagnate ourselves in the abyss of no-growth. A solid through-out system of X-dating not only removes the knothole, but also the wall around it, and consequently we find a fuller and clearer picture of what it means to have a viable prospects that have provided us with the date of our next closed sale. Our agency primarily solicits commercial insurance and has utilized an on-going X-dating program for the past four years with a great deal of success. We entered the independent agency system five years ago from the direct agency system of Allstate Insurance Company. It took about a year to realize that for our agency to grow and succeed, we must actively solicit commercial business. Our previous experience as direct writers taught us a valuable lesson about writing insurance, and that simply is this: Very ...

... are two types of failures: the first are those that do nothing and fail; the second are those that take a risk and end up failing. We're focusing on the second type. If you've ever had a failed effort, I hope you feel the same about the reams of research on this. I know I do. Failed efforts can provide invaluable learning experiences, as we grow, and gain the experience necessary for future significant successes. The fact is that businesses won't assume the risks necessary for innovation and development if they're not okay with the idea of failing on some level. I know people who are so afraid of failing that they'll do anything to avoid it. The problem with fearing failure is that you ultimately avoid risk, don't bet on yourself or your business, and stunt your richest experiences. Apparently, those who have never faced a failure in a product, division, or business don't have the experience that is valued in business. However, no one wants to fail! I recently heard someone quote a high-ranking executive and head of a US division of a multinational company saying that nearly 20 times in his career he was sure he would be fired – for standing out, speaking his mind, and taking relatively risky actions. However, he was never fired, only promoted (of course, this can be a very fine line at times) . Failure doesn't just come in the form of losing money. If you commit to working incredibly hard, day and night, to get your business off the ground, or move your career forward ...

... and remove key when leaving vehicle. 10. Drive courteously and defensively. Pay attention to your driving. Take a break if you feel at all tired or drowsy. STAY ALERT. 11. Obey all safety rules. OBEY SPEED RULES. 12. Always check mirrors and turn around and look before backing up. Report all accidents immediately but do not discuss responsibility until you have talked to your supervisor. TRUCK, TRACTOR AND FORKLIFT RULES General Rules All operators must be trained and certified at least annually. Plant conditions and operator duties should be reviewed at least annually and when any changes occur. All rules must be enforced. Safety and training records should be maintained. Operating Rules 1. Only authorized, trained, licensed drivers are permitted to operate equipment. 2. There should be no stunt driving or horseplay. 3. No one should ride on the forks of lift trucks. 4. No part of the body should be outside running lines or other areas where shear or crushing hazards exist. 5. No one is permitted to pass or work under elevated portion. 6. Vehicles should be checked at least once per shift for horn, lights, tires, battery, controller brakes, steering, cooling, and lift system. 7. Immediately tag any unsafe vehicle and remove it from service. 8. Drivers should not exceed authorized or safe speed. 9. Drivers should not pass at blind spots or in dangerous locations. 10. Where vision is obstructed at cross aisles, drivers should sound the horn. 11. Loads shall be carried behind the vehicles if they ...

... attention to your driving. Take a break if you feel tired or drowsy or can no longer stay alert. Set the brake and remove key when leaving the vehicle. Set vehicle's brakes prior to loading or unloading. Secure trucks and trailers from movement during loading and unloading. Report an accident immediately, but do not discuss responsibility until after you have discussed it with your manager. Trucks, Tractors, and Forklifts New operators will be trained and certified before being permitted to operate vehicles. All operators will be trained and certified at least annually. Plant conditions and operator duties will be reviewed at least once a year, and when any changes occur. All rules are strictly enforced. Safety and training records are maintained. Only authorized, trained, licensed drivers are permitted to operate equipment. No stunt driving or horseplay. No one shall ride on the forks of lift trucks. No part of the body shall be outside running lines or other areas where shear or crushing hazards exist. No one is permitted to pass or work under elevated portion of the vehicle. Check vehicle at least once per shift for horn, lights, tires, battery, controller, brakes, steering, cooling, and lift system. Immediately tag and remove from service any unsafe vehicle. Do not exceed authorized or safe speed. Do not pass at blind spots or in dangerous locations. Sound horn at cross isles and where vision is obstructed. Carry load behind if it obstructs front view. Look ahead and do not move until you are sure all persons are clear of vehicle. Do not drive up to ...