American Agent & Broker April 2006
Features
Dealing with Troublesome Terms in Carrier Contracts
This article was derived from Mr. Thompson's presentation at the Fifth Annual Target Markets Program Administrators Summit, which was held in October in Tempe, Ariz.) WORDS mean things--especially when it comes to contracts. That's why it's
Features
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To Reward Our Employees, We Asked Them to Make a Wish
REWARDING your employees is hard. Wanting to reward them is easy. This is particularly true at our insurance agency. All Higginbotham employees own stock in the agency, and their commitment to their investment shows. Thanks to our staff, Higginbotham
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Covering the Exposures of Public Entities
SOME AGENTS develop a specialty carefully and deliberately. Others--like me--fall into them by happenstance. Acordia's marketing department hired me right out of college to work at its service desk, where I found myself dealing with
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A Specialty in Golf Course and Country Club Insurance
INSURANCE OFFICE of America is an agency that has always placed a strong emphasis on growth. Since starting out in 1988 at a single location in Florida, IOA has grown into an organization with 22 offices throughout the Southeast, the Mid-Atlantic and
Columns
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Policy Issue: No Fooling-Clients Are Counting on You to Get it Right
WELCOME TO APRIL! My daily insurance news service is overflowing with great headlines today. First, a state Supreme Court finally ruled on ISO's "impaired property" CGL exclusion and found it valid. The court praised ISO's
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For The Manager: The Case for Choosing Your Customers
MOST insurance advertising is designed to encourage customers to choose with whom to do business. It's the customers' fingers--not the agency's--that do the walking. When a prospect calls, many agencies immediately start
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Automation: Understandability is a Trait to Look for in a Consultant
MOST OF us are aware of the communications disconnect that can take place between agents and their clients. The problem arises innocently enough when we fail to remember that terms that are second nature to us are not commonly understood by the
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Strictly Sales: Courage Comes From a Full Pipeline of Prospects
YOU'VE invested hours in sales-training classes, read all the recommended sales books, attended networking events and gathered daily sales tips via the Internet. But you're still in the same rut. Your closing ratios haven't changed,
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What's Going On: Ideas for Congress to Consider as It Bails out the NFIP
LAST MONTH, President George W. Bush signed into law a bill kicking up the National Flood Insurance Program's borrowing authority to $20.775 billion from $18.5 billion. Since September, when the NFIP's line of credit stood at $1.5
Departments
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Down To Cases
Court backs carrier's interpretation of 'sexual abuse occurrence' definition In 1999, a counselor allegedly sexually and physically assaulted six children attending a YMCA youth camp in Texas. The children's parents and
