I was poking around my bookshelf the other day and came across an interesting observation by the stoic philosopher Epictetus. He said: "Adversity introduces a person to himself." And I thought, how tr
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Introduction
Underwriting in insurance is all about calculating risk and articulating the viability of specific business. Traditionally, the underwriter has been downstream from the prospe
Who Really Achieves Success in Sales?
 by Mark Hunter
Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. A
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One of the most frustrating – and dangerous -- problems for the insurance broker is the unexpected and, in the broker’s opinion, wrongful denial by the client’s insurer o
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Employers are increasingly asking their employees to sign non-competition and non-solicitation agreements in an attempt to prevent the loss of customers and business when an employment relati
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We've all heard that consistent, persistent action is necessary to achieve success (more on that in a later newsletter...). But how many times have you worked at achieving some goal, only to
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Protecting Your Company from Fines and Debarment from Federal Contracts
Under theImmigration Reform and Control Act of 1986 (IRCA),employers who hire or continue to employ in the United State
The U.S. Court of Appeals for the Ninth Circuit recently interpreted the retaliation provision of the Americans with Disabilities Act (“ADAâ€) to allow for equitable relief only, such as re
 At a time when so many people are looking for opportunities, one would think that it should be relatively easy to find great sales agents. But it's not as easy as it seems. In fact, there ar
Sales agents and advisors have a life cycle, similar to that of the life cycle of a franchisee. There's a beginning stage, an intermediate stage, and the final result stage. Most agents and advi
Every day sellers of goods and services negotiate with customers for sales contracts. What if a seller was not forthright with a customer during these contract negotiations and the product failed to m
Financial Industry Regulatory Authority ("FINRA") has recently revised its rules to significantly limit the ability of a party to file a Motion to Dismiss the Statement of Claim at FINRA arbitration.
Recently, the Pennsylvania Superior Court in Cruz v. Princeton Insur. Co., 2009 Pa. Super 49; 2009 Pa. Super. LEXIS 64 (Mar. 24, 2009), ruled upon one of the elements of an abuse of process claim, i.e
Arguably, the most litigated issue in New Jersey workers' compensation court is whether additional permanent disability is caused by a petitioner's continued employment or by the natural progression o
The Family and Medical Leave Act (FMLA), which became effective on August 5, 1993, provides eligible employees with up to 12 work weeks of unpaid leave per year. On January 28, 2008, President George
Many employees take for granted that they have the ability to leave their old job for perceived greener pastures. Perhaps unbeknownst to them, some employees are contractually prevented from simply
In today's marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason their sal
In the world of reinsurance, agreements, or Treaties, the inclusion of provisions mandating arbitration is a well-established industry standard. Despite the potential exposure inherent in reinsurance
In July 2009, New York State Attorney General Andrew Cuomo commenced a special proceeding against several New York State collections law firms in a matter that will be decided by a New York State Supr
Want your sales people to be more profitable? Want your company to make more money? It's time to fire the Buyer!
The difference between a customer (whom you should court) and the buyer (whom you shou