One dreaded statement from a sales prospect can make a salesperson turn pale. “Is this your best deal?” … “I’ve interviewed a couple of your competitors and they are willing to sell for less.” … “Thanks, but we want to shop around before we make a decisio
Every seven seconds a baby boomer turns 60. Take a look around your agency. In the next 15 years, 50% of the people sitting around the table at your staff meeting will be gone. By 2025, half of the insurance industry’s personnel will turn over. Half.So wh
When the dust settled after last month’s elections, Republicans had regained the U.S. House of Representatives by winning more than 60 seats and made significant wins in the Senate by narrowing the Democrat majority by six seats. A near-even Senate, Repub
“I’m an oil field pump checker. The CGL insurer has declined a claim of mine due to the definition of completed operations. They are saying since a pump checker’s operation is ongoing on a daily basis and never completed, it does not meet the completed op
By: Volume 107, No. 11
Last March, the Big “I†national board voted to adopt Trusted Choice® Sept. 1, 2011, at a reduced cost to all Big “I†memÂbers, subject to signing a licensing agreement. While many members are familiar with the Trusted Choice® logo, some may no
Gary Heaslip has recently observed a disturbing trend. In the last 18 months, his agency, Starkweather and Shepley, has handled an extraordinary number of employee dishonesty claims filed by the firm’s commercial clients. Such claims run the gamut from