Author Archives: Rick Bondurant, Director of Member Engagement

IIAT Matchmaker: A Free M&A Service for IIAT Members

Agency buyers continue to outnumber sellers, which is good news for any IIAT members looking to sell. IIAT Matchmaker is a free service for IIAT members who want to source suitors without prematurely alerting employees, customers or carriers. Here is a … Continue reading

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BIG “I” Statement on Court Decision to Strike Down DOL Overtime Rule

The Independent Insurance Agents & Brokers of America (IIABA or the Big “I”) recently released the following statement by Charles Symington, Big “I” senior vice president of external, industry & government affairs: “Last year the Big ‘I’, working with a … Continue reading

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The Importance of Pre-Call Planning

A recent Texas Agent article on “seeking first to understand” stressed the importance of listening during an opening appointment. This article extends that concept to pre-call planning even before the opening appointment is secured. Good pre-call planning enables you to learn … Continue reading

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Dress Codes in the Workplace

Warmer weather often brings more relaxed dress codes — that’s if your agency hasn’t already adopted a more relaxed dress code year-round. According to a 2016 Employee Benefits Survey by the Society of Human Resource Management, 83% of firms have … Continue reading

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In Selling, Seek First to Understand

This most important commandment of good salesmanship often goes unheeded. A common sales sin of an inexperienced salesperson is to immediately begin rattling off “unique” features of his or her products and services. Unfortunately, what’s considered unique is usually standard … Continue reading

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IIAT’s New Insuring Truckers Class Coming to a City Near You this Summer

IIAT’s new Insuring Truckers commercial lines CE class is designed to help agents and support staff understand the trucking risk and create new opportunities for insuring profitable trucking accounts. Insurance for trucking risks can be extremely confusing to insurance agents … Continue reading

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The Advantages of a Team-Selling Approach: If It’s Good Enough for Hyenas…

  What do hyenas, lions, wolves and coyotes have in common? All of these successful predators, when hunting large prey, hunt in teams. Are you missing out on the benefit of team selling? Selling to larger, more complex accounts often … Continue reading

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Time Running Out to Register for Elevate 2017

Agency Nation Elevate 2017, the first-of-it’s-kind insurance sales, marketing and technology conference, is rapidly approaching.   What is Elevate 2017? Hosted by the folks at Agency Nation and TrustedChoice.com, Elevate 2017 is a two-day conference dedicated to educating, entertaining and … Continue reading

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Tips for Avoiding Liability when it Comes to Job References and Background Checks

This article is excerpted from Especially for Texas Employers. Texas law protects from defamation liability an employer who releases information about a current or former employee to a prospective new employer, unless “the information disclosed was known by that employer … Continue reading

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Ransomware Attacks on the Rise

In 2015, victims paid a collective $24 million in ransom and another $325 million to disinfect machines and restore backup data. In 2016, the cost was expected to total $1 billion. Ransomware is malicious software that locks one’s computer or … Continue reading

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