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November 2012

Marketing Agency of the Month:
You can lose a client, but you rarely lose a partner
Intimate connections with clients help cement relationships
for Mid-State Group.

Specialty Lines Markets:
Security guard firms: Growth drives opportunity
Promising trends in this segment bode well for agents.

Navigating a world of opportunity
miEdge delivers employee benefits business intelligence to producers in real time.

Benefits Agency:
A culture of wellness
Leading by example, The Horton Group puts wellness at the center
of its clients' benefits programs.

Battle for the middle: Lead with work comp
Broker who can deliver alternative risk-financing options has a clear advantage.

Benefits Company:
Transamerica Employee Benefits enjoys voluntary business growth
Flexible products and powerful sales tools drive agent success.

Other Feature Stories:
Cyber insurance
Growth of online commerce points toward sizable market potential.

New CPCU president plans for the future
Society wants to boost its broker penetration, international and social media presence.

Bermuda market
Economic conditions fail to halt expansion of the Bermuda market.

Leading the way in the life sciences market
Ryan Specialty Group's new MGU brings capacity and
expertise to this challenging space.

Beyond what's required
Community Service Award honors agents for extraordinary service to others.

Safe and secure
Protective service industries represent a growing market for commercial insurance.

No age limit for starting career as a producer
Life is good for older "young agent".


Public Policy Analysis & Opinion—GAO questions state efficiency
Medicaid long-term care admissions come under scrutiny
By Kevin P. Hennosy

Winning Strategies—Distinguished or deluded?
Are you on the road to success or following a path to nowhere?
By Roger Sitkins

Customer Service Focus—Customer service has roots!
Cultivation creates a healthy relationship
By Bridgett Purpich, CISR

Risk Management—Coverage complications of LLCs
Overlapping ownership interests can imperil coverage
By Donald S. Malecki, CPCU

Benefits Business—Aflac sees ACA as helping voluntary benefits growth
National health insurance in other countries has produced increases in demand for voluntary benefits
By Len Strazewski

The Innovative Workplace—Hiring your way to a great agency
Consider the agency's online presence and provocative job interview tactics
By Don Phin

Enterprise Risk Management—Board oversight revisited
Directors have been given the responsibility for risk oversight—now what?
By Michael J. Moody, MBA, ARM

Benefits Products & Services—Putting the buyer in charge
The potential payoffs and penalties of benefits communication
By Thomas A. McCoy, CLU

Agents E&O Prevention—Writing employee benefits
Riddled with potential—pitfalls and opportunities
By Curtis M. Pearsall, CPCU, AIAF, CPIA

Internet Marketing—You're sitting on a gold mine
Current clients can be your best source of new business
By Adam DeGraide

Beyond Insurance—Using rejection as a motivator
Rejection hurts, but it can also help you move to the next level
By Scott Addis, CPCU, CRA

Social Media Forum—Agent-insurer collaboration proves effective
It isn't only the giant insurers making strong use of social media
By Tom Wetzel


Court Decisions
Centuries of Rough Notes (Flip Book)
Rough Notes Staff




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