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Don't Shortchange 'Valuable' ArticlesThe enduring emotional and economic pain from Sept. 11 has spawned a renewed appreciation for everything we treasure--our own lives, our family, ...

P-C Agents Eye Dental-Vision ProspectsMany of the growing number of property-casualty agents who are now cross-selling life and health products have overlooked coverages that will ...

Prospect Objections Can Be OvercomeClient objections during the sales process are as inevitable as night following day, and they can crop up at any time--during ...

Agent/Broker Sales Tips: Capitalizing On Personal Lines Competition from direct writers and the hard market is making it very difficult for an independent agency to ...

Industry Split In Federal Charter DebateWashington The stark divisions within the insurance industry over optional federal chartering erupted at a Congressional hearing last week, with ...

No Sudden Moves in K&R MarketDespite the terrorist attacks of Sept. 11 and rising global tensions, the growth rate in the market for kidnap, ransom ...

Making Sense Of Cyber-ExposuresDetermining how to protect against new technology risks is becoming one of the big financial and security issues of the early 21st ...

Insurers Reveal Strategies On MGA ProgramsOnly managers of programs that are truly well-defined niches need apply to the E&S insurance market for capacity, according to ...