Chris Burand
Insurance Agency Valuations
Agency transaction values are possibly at an all-time high. I never thought I'd see agencies sell for multiples this high and excluding...
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Chris Burand
Jun 20, 20194 min read
Have you had your website audited for E&O?
Have you had your website audited for E&O? If not, I recommend you do. Why? Advertising has a tendency to trump strict E&O standards of care
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Chris Burand
Apr 18, 20193 min read
Reading forms: Is it really necessary?
Of course not! Lots of people have made careers in this industry without reading forms or understanding the coverages they are selling....
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Chris Burand
Apr 10, 20192 min read
A Complex, Difficult and Desired Coverage
What coverage has, arguably, the least amount of continuity from one form to another? Cyber. Thousands and thousands of forms exist...
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Chris Burand
Mar 6, 20193 min read
Are you young and driven to be a True Professional?
I sat in a conference recently. In and of itself that was odd because usually I am a presenter rather than an attendee. Another oddity is...
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Chris Burand
Feb 28, 20192 min read
What is the #1 cause of E&O Claims? Inadequate Coverage!
The issue is not rocket science, nor brain surgery, and not even chemistry.
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Chris Burand
Feb 26, 20195 min read
"Zen and the Art of Tennis"
This short book, by Agam Bernardini, is about how a good tennis player became great by parking his ego. By playing completely...
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Chris Burand
Feb 14, 20197 min read
The Economic Theory of Mediocrity
I was having some work done and the man who I'd hired stated, "Mediocre work is the bane of this industry..."
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Chris Burand
Jan 24, 20196 min read
Unintentional Insurance Fraud
I am reading an interesting book regarding life insurance sales. Many chapters involve "problematic" sales methods from the 1950's...
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Chris Burand
Nov 28, 20182 min read
Confessions of a Failed Insurance Father
I learned my son purchased a policy without using a quality independent insurance agent and he purchased a policy from a carrier that I...
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Chris Burand
Nov 22, 20182 min read
Policy Checking
I recently ran across a situation that maybe borders on ethical issues and definitely makes policy checking a living nightmare. Here is...
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Chris Burand
Nov 6, 20182 min read
Protect Your Clients from Hidden Horrors
Julie was so pleased with her programmable thermostat...until the jilted ex-husband hacked into the device and turned off the heat when...
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Chris Burand
Sep 27, 20184 min read
Marie Laveau
An old country/novelty song is based on Marie Laveau, a noted Voodoo practitioner (she was real). The song was popularized by Bobby Bare....
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Chris Burand
Jul 19, 20173 min read
Coverage Discussions: Relating Words to Lives
My favorite consulting service is teaching the clear communication of coverages. I find plenty of producers and CSRs have the required...
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Chris Burand
Oct 1, 20134 min read
Is insurance knowledge important?
What does an agency sell? The answer to this question will make or break many an agency. One might say an agency sells price. Fair...
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Chris Burand
Nov 26, 20093 min read
Why do producer fail?
1. They can't sell. 2. They hate selling. 3. They don't have to sell to eat because the agency overpays them or they are independently...
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Chris Burand
Nov 26, 20044 min read
Creating a Sales Environment
A recent, unpublished study of young and good producers discovered that at least half left their jobs after a short time due to their...
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Chris Burand
Apr 2, 20003 min read
Why buy insurance from you?
As many of you already know, I have asked hundreds (and probably thousands) of agency personnel why anyone should buy insurance from...
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