“Courting” the Customer
What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…
Customer Service
Great Sales People Are Great Fishermen!
Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…
Selling to a Higher Purpose
How often have you heard the sales gurus talk about the “pain and gain” issues in selling? And how to identify those sensitive targets as buying motivations and sell to…
Hiring Sales People…Getting Behind the Mask
The hardest hire you will ever make is finding and hiring a good sales person. Sales people are trained to mask their behaviors and feed a prospect what they want…
Employee Internet Usage Policy
Do your employees spend, what seems to you to be, an inordinate amount of time on the internet at work…whether during business hours or their personal time? Ever wonder what…
Real-Time Workflow
Do you want to provide superior customer service to your clients? Do you want to improve productivity? These are proven results that you too can achieve by implementing the Real…
Sample Office Technology Policy
Some folks from the CIRMS group discussed below presented a paper at a recent seminar on Telework Risks and Liabilities. Within that paper was a sample Office Technology Policy. They have…
Cleaning Up Loss Ratio Problems
Throughout the soft market, rates dropped and companies endured increasing losses as the price to pay for cash flow and market share. Now carriers are reacting to loss ratios much…
Why Are Binders Issued for 30 Days?
We all know that binders have historically been issued for 30-day terms. Why is that and can a binder be issued for longer terms, perhaps even as long as the…
Showdown: ACORD 27 vs. ACORD 75
When proof of insurance is requested, which is most appropriate, the ACORD 27 – Evidence of Property Insurance or the ACORD 75 – Insurance Binder?
