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October 2012

Marketing Agency of the Month:
Experience + business plan + execution = success
This Atlanta agency reached $6 million in revenue in five years.

Specialty Lines Markets:
Professional liability: A growing role for retailers
Experts see demand for agent skills as new exposures emerge.

On demand is in demand
Vertafore's mobile initiative delivers much-needed tools to on-the-go producers.

Benefits Agency:
Daly Merritt has long history of benefits excellence
Benefits accounts for 37% of total revenues.

Thriving RRG for dentists born out of adversity
EDIC boasts retention rate of 99%, expanded services.

Benefits Company:
Employee purchase program: An outside-the-box benefit
Purchasing Power lets employees buy products via payroll deduction;
helps employers achieve HR goals.

Other Feature Stories:
Preventing acquisition remorse
Doing your homework ahead of time can make M&As go much smoother.

Making E&O part of the agency plan
Errors and omissions tactics and tools.

MGU meets challenges of insuring long-term care facilities
Sapphire Blue has been shaped by a decade of internal and marketplace changes.

Community Service Award nominations under way
Philanthropy is a way of life for independent agents.

Professional liability represents more than $10 billion in premium
Eight industries account for 93% of the total..

ART market gets creative
Captive Resources supplements its group captives with stop-loss health
program & micro-captives.


Winning Strategies—The GOP: The "game on" plan
If you want to win, prepare to play the game
By Roger Sitkins

Risk Management—Caveat emptor
"Step down" provisions are not a step up for policyholders
By Donald S. Malecki, CPCU

The Innovative Workplace—HR risk management: Let's get serious
Smart strategies to get your clients on track
By Don Phin

Benefits Business—Retirement services: Adapting to a changing market can pay off
Small retirement consultants will have more opportunities, but more competition
By Kimberly Paterson, CEC

Internet Marketing—Warm up those fingers … It's time to blog
Topics can include answers to everyday questions from clients
By Tim Sawyer

Public Policy Analysis & Opinion—NAIC faces no good options in Royce inquiry
Past deceptions come back to haunt Delaware Corporation
By Kevin P. Hennosy

Beyond Insurance—A little appreciation goes a long way
Forget the carrot and the stick; just say "thank you" and mean it
By Christin Myers

Benefits Products & Services—Conquering market volatility
Demand grows for protective strategies and guaranteed income products
By Thomas A. McCoy, CLU

To the Point—Obesity: Really weighing things down
It's not a personal problem; it impacts everyone
By Michael J. Moody, MBA, ARM

Enterprise Risk Management—It always comes back to risk appetite
Board involvement is critical and necessary
By Michael J. Moody, MBA, ARM

Customer Service Focus—Seven elements of good customer service
The customer still comes first
By Ruth E. Phillips, CIC, CISR,


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




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