They are the primary form of communication with our underwriters. They have a substantial impact on our reputation. They are often the difference between winning and losing business. They are responsible for E & O, cancellations, non renewals and tardy proposals. …
4Th Quarter Activity Everyone understands the concept of spring cleaning and the activities associated with renewal after winter. In our business, Fall, or the 4th quarter represents a period in our business cycle where we engage in specific activities required to …
Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we know that aint so.” Truer words have never been spoken about one of the most abused words in our vocabulary. …
What makes you better or different than your competition? Ask every agent that question and you’ll get the same answer. I’m not kidding. Don’t believe it? I’ve worked with hundreds of agencies & brokers in North America. The first question …
Say what you will about the competition- Just don’t say anything bad. The cardinal rule about not bad mouthing the competition is both virtuous, and professional. Knocking the competition usually backfires, and creates a negative impression on the person throwing …
iQ Universal Truth #3 The Rules of The Insurance Game One way to look at the competitive arena of insurance sales is to view it as a game. Going in with this attitude lessens the impact of a loss, and …
The natural laws which rule our universe are explained through physics, mathematics, chemistry, and other disciplines. These include Einstein’s theory of relativity, Kepler’s laws on planetary motion, and Newton’s and laws on gravitation. There is another type of natural law …
Selling isn’t Winning Vince Lombardi opened the Packers training camp by saying “Winning isn’t everything, it’s the only thing” One of Leo Durocher’s favorites was ” Show me a good loser, and I’ll show you a loser” In this article, …
People are all wired differently based upon parenting, education, and life experiences. Our perception is unique. How we think and react to ideas, input, and stimulus is unique. We all however, are very much the same, and share a great …
The Insurance Journal recently launched a new website for its authors. Unfortunately, my internet bookmark continued publishing my work to the old site. I’ve been writing to you regularly, but several pieces did not get published. I have it fixed …
