American Agent & Broker September 2006
Features
How to attract and develop people who have sales potential
IT'S BEEN estimated that 10% to 15% of potential employees have the capacity to be good salespeople. The job of agency owners is to attract this prize pool of candidates. In this article, I'm going to present four concepts that can increase your
Features
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Selling professional liability insurance to lawyers
LAWYERS are the butt of many a joke, but the last one they want to hear goes something like this: "Did you hear about the lawyer who was sued down to his briefs?" Nevertheless, many lawyers have to grin and bear it, as they discover that knowledge of
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As E&O risks grow, a key defense remains unchanged
ON THE SURFACE, there is a simple explanation for all insurance agents' errors and omissions claims: The claimant wants insurance to cover a loss and blames the agent because it doesn't. The underlying causes, however, are more complex.
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Plugging coverage gaps for owners of small businesses
There is a 99% likelihood that a small-business owner has one or more major gaps in his or her insurance program, any one of which could cause serious financial loss to the business and to the owner personally. This article addresses some of the
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Understanding and communicating with clients who are deaf
THE MOST crucial element in the relationship between insurance agents and brokers and their clients is communication-the ability to understand and be understood. The importance of communication is compounded when the client is deaf. To establish and
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A conversation with the new CPCU Society president
AT THIS month's Annual Meeting & Seminars of the CPCU Society, in Nashville, Tenn., Betsey L. Brewer, CPCU, will begin a one-year term as the Society's president. Ms. Brewer, who has worked in insurance brokerage since the 1970s, is senior vice
Columns
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Agency Technology: Real-time inquiry: If you try it, you'll like it
The main reason for operating any kind of business--including an insurance agency--is to generate profit. While agencies play an important role in society and in our country's economy, their primary purpose is to make a profit and
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Policy Issues: The painful truth: Some agents need to shape up
Back in your playground days, you likely heard the saying, "Sticks and stones may break my bones, but words can never hurt me!" It was a lie. Criticism, especially from someone you seek to impress, does hurt. And it's even more painful when the
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What's Going On: E&O issues in last month's Hurricane Katrina decision
IN INSURANCE company offices last month, you could hear a collective sigh of relief as an important decision in a Hurricane Katrina-related case came down in favor of the carriers. In Paul Leonard and Julie Leonard v. Nationwide Mutual Insurance Co.,
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Strictly Sales: Eleven traits of successful salespeople
In working with half of the top 50 public brokers through our sales training company, we've noticed that successful salespersons consistently exhibit certain traits that help them stay at the top of their game. Here is what we've
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For The Manager: Don't overlook growth when valuing an agency
MANY agency owners wonder why growth should be a factor in an agency's valuation. Most understand why profit margin is a key component, but they sometimes question the importance of growth. The reason lies in what the buyer is actually
Departments
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Down To Cases
A Wisconsin woman inherited a property from her father in early 2002. Her father had insured the property for $150,000, and the woman and her husband later procured a policy for the same amount through an insurance agent. The agent confirmed the
