Honesty Turns Out To Be Best Policy In Selling Coverage To Skeptical PublicThe Gallup Organization sent its people to the phones around Thanksgiving time to ...
Agents Can Help Control Restaurant PremiumsWhen sitting down with new restaurant clients or prospects, one of the most common questions they ask is what can ...
Know Thy Risk; Know Thy WholesalerRetailers who are clueless about accounts, markets lose MGA's respectA retailer that tells David Price, executive vice president of ...
Readers Tackle Ethics Of Contingency CommissionsFirst Of Two PartsWith investigations challenging so-called "contingency" payments from certain insurers to major brokers, I asked readers three critical ...
Can You Defend Ethics Of Contingency Deals?Second Of Two PartsLast week, we looked at two questions whether contingency commission arrangements are ethical, and under what ...
Former Agent Eyes Risks As WinemakerThreats to vineyards, equipment exposures make new career riskyMONTEREY, Calif.A former commercial lines agent and his wife express "no ...
Tech Backup Saves Agency After Storm Call center service enables agency to respond after office is devastatedIn business, it is often said that timing is ...
WC Injury Frequency Still In Free-FallExperts disagree on cause of decline in number of claims facing carriersThe frequency of workers' compensation injury claims has ...
This article was adapted from Mr. Walkotten's and Mr. Hamilton's presentation at the 2004 ASCnet Annual Conference, which was held in October in Orlando, Fla. It includes updated statistics provided by the authors.) At some point,
Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Edwin Lamont, CIC. Far too often in the heat of the new-account hunt, "rules of engagement" are vague, unstated