Category: Miscellaneous

12 Tips for Selling in a Hard Market

Many people in the P&C industry, particularly agency CSR’s and a number of producers have not yet had the ‘pleasure’ of experiencing a hard market. A hard market presents a number of selling problems. On the other hand, it also presents opportunities. Here are 12 tips that might improve your sales results in a hard (or any) market.

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Language vs. Logic

There are two ways to argue policy form coverage: language and logic. Sometimes the premise for or against coverage is clear in the form language, but the outcome is completely illogical. So, what wins, language or logic? This article explores each side of the coin and concludes with a third example that demonstrates what happens when language and logic combine to support an argument.

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Becoming a True Professional Agent

Are you or do you want to be a true professional insurance agents or a pedantic price peddler? Are you lazy or are you willing to study, prepare, and practice to become a true professional who helps individuals, families and organizations avoid financial catastrophe?

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Three Sources of Coverage Gaps That Lead to Claim Disputes

In my book “When Words Collide: Resolving Insurance Coverage and Claims Disputes” I address three sources of coverage gaps that most often lead to claims disputes. Probably the most overlooked source is the failure to QC policy deliverables, specifically forms attached by a carrier that were not requested by the insurer. Here is a case in point….

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Why Forms AND Facts Matter

There are at least eight (8) reasons why some individuals cannot figure out why a claim is or is not covered. All too often this is due to the inability or, worse, unwillingness to read the policy. But in many instances the problem is the inability to review policy language in the context of the unique facts and circumstances of each claim.

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My New Ebook

My ebook 52 of the Greatest Things Anyone Ever Said… and Why has gone live on Amazon and in 24 hours has become Amazon’s #1 New Release in the Quotational Reference book category. This ebook includes 52 of my favorite quotations, each with a brief essay about what the quotation means. While the ebook can be read in its entirety and in any order, it is designed so that each quotation and essay is read weekly over the course of the coming year and it can be accessed right from your phone or tablet.

BONUS! Purchasers of this book get a free PDF download of my book “QuoteNotes: The Ultimate Quotational Reference System and Authoring Tool for Professional Speakers and Writers” endorsed by Zig Ziglar and Brian Tracy. This is an indexed and cross-referenced compilation of my 1,500 favorite quotes and includes a section on how to use quotations in your speaking and writing.

To get BOTH books at a discounted price, click the book cover or CLICK HERE.