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... mega now has a toehold in the account. The major players have dedicated resources in a number of industries. Here are a few of the industry niches in which these brokers have developed expertise: Health care Aviation Sports and entertainment High-tech industries Construction Energy Financial (FI) Transportation Marine What do these niche industries have in common? The middle-market accounts in these niches produce large commissions and fees. It's not uncommon for an account in one of these groups to develop annual revenues of more than $100,000. That's enough for one ... prospects? If the answer is no, make this an immediate goal. Without resources, you're left with only an insurance policy. You aren't a consultant; you're an insurance salesperson with little perceived value. That's why resources are so important. When independent brokers and agents know where the resources are and how to deploy them effectively, they automatically differentiate themselves. In doing so, they can compete with the larger players on a level playing field. This article is taken from The Consultative Brokerage E-Newsletter, published by C.R. Ekern ... , 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 The Importance Of Resources: How Consultative Brokers Differentiate Themselves 4/30/2013 12:00:00 AM by CompleteMarkets Editor , C.R. Ekern This content has not been rated yet. Consultative brokerages develop spheres of resources to provide their clients a higher level of expertise and to broaden their ability to ...

... Manufacturing (SIC's 20-39), Transportation, Communications, and Public Utili...intended as a general description only and does not carry the force of legal o...

... those. This kind of thinking is completely counter-productive and shortsighted. How can you be in the Commercial insurance business and not work on lPOs? Although public offerings used to be reserved for large organizations or high tech start-ups, today they're prevalent in all industries from construction to transportation. They're the new brass ring for owners of smaller businesses. Yet, many agents still don't see the bullet coming because they don't realize that the rules have changed. The initial public offering injects two new entities into the relationship, and agents who aren't prepared ... 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 The Five Ways Agents Get Fired!4/30/2013 12:00:00 AM by CompleteMarkets Editor , C.R. Ekern This content has not been rated yet. Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being ... have realized that in today's marketplace, price is readily available, and the insurance policy is a commodity. More and more, they're selecting brokerage firms based primarily on their ability to solve problems and provide resources. As competition for these middle-market accounts increases, the incumbent broker/agent is extremely vulnerable in several situations. However, this vulnerably doesn't generally center on their ability to provide the desired insurance policies or price. Instead, the competition is based on relationships and the perception that other venues might offer superior resources. Here are ...

... who isn't. I know of an agency that has gone so far as to list which employees drive high cars' such as SUVs and which drive low cars. With this information, the agency knows who can make it to the office in certain conditions and who needs transportation. You might have a calling tree' for determining the status of employees and getting information out to them. Another option is to use a voice-mail system, perhaps with the understanding that every employee will call the office in the event of a disaster. Don't ... 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 Disaster Planning For Agents 6/3 /2013 12:00:00 AM by CompleteMarkets Editor , Steve Anderson This content has not been rated yet. If we aren't prepared to deal with a disaster's effects on our own operations, we won't be in a position to help our ... that you emulate them. Don't be fortunate — be prepared! (This article is based on from Mr. Anderson's remarks at the 17th annual ASCNet Education Conference in Las Vegas, Oct. 20-23, 2002. The article originally appeared in American Agent & Broker magazine and is reproduced by permission.) Steve Anderson, CIC is president of SteveAnderson.com, an online consulting service that assists insurance agencies with making greater use of technology. He has been a licensed insurance agent for 20 years and holds a master's degree in Insurance ...

...tain conditions and who needs transportation. You might have a 'calling tree' ...te that ‘x’ worked out then, and we have our plan in place for next ...