Consultative Broker Briefing

The Consultative Broker® Briefing

The Consultative Broker Briefing is a regular publication of C.R. Ekern & Company transmitted electronically to selected agents, brokers, and other insurance professionals across North America.

Each edition of The Consultative Broker Briefing features resources, techniques, and cutting-edge production ideas for the development and retention of middle and upper middle market revenues.

The readers of this complementary briefing are greatly elevating their production style and exceeding client and prospect expectations.

To subscribe to The Consultative Broker Briefing, please click here.

Please click on our Strategic Partners' logos below for more information on their organizations.

Archive of Consultative Broker Briefings

Volume III, Number 1 - "Consultative Brokerage Presentations"

Volume III, Number 2 - "The Marketplace Strategy"

Volume III, Number 3 - “Total Cost of Risk (TCOR) – The Key to Demonstrating Client Value”

Volume III, Number 4 - "Consultative Brokerage Strategies for July 1 Accounts"

Volume III, Number 5 - "Consultative Brokers Are Gatekeepers of Resources"

Volume III, Number 6 - "Successful Strategies For 90-Day Extensions"

Volume III, Number 7 - "Stewardship Reports - Part I - The Only Antidote to Craziness"

Volume III, Number 8 - "Stewardship Reports - Part II - The Only Antidote to Craziness"

Volume III, Number 9 - "Consultative Brokerage for the Dog Days of Summer"

Volume III, Number 10 - "Seminar Selling - One of the Five Pathways to New Business"

Volume III, Number 11 - "January 1 Strategies"

Volume III, Number 12 - "Everyone's a Suspect!"

Volume III, Number 13 - "The Lost Art of Broking"

Volume III, Number 14 - "2001 Year-End Readership Survey"

Volume IV, Number 1 - "Hard Market Survey Results"

Hard Market Survey Results (Full Report)

Volume IV, Number 2 - "Marketplace Competitions - A Recipe for Disaster"

Volume IV, Number 3 - "The Brokerage Selection Process – An Effective Client/Prospect Competition"

Volume IV, Number 4 - "Hold Your Margins"

Volume IV, Number 5 - "Take Clients Backstage"

Volume IV, Number 6 - "Doing The Deal: A Four-Step Process"

Volume IV, Number 7 - "Be on the Lookout: Marketplace Warnings"

Volume IV, Number 8 - ""Broker" is not a Dirty Word!"

Volume IV, Number 9 - "Avoid the Big Chill"

Volume IV, Number 10 - "Benchmarking: A Key to Demonstrating Value"

Volume IV, Number 11 - "Cost and Capacity"

Volume IV, Number 12 - "The Broker of Record Letter…It’s a Beautiful Thing"

Volume IV, Number 13 - "Winners Manage The Conditions"

Volume IV, Number 14 - "Year-End Renewal Strategies"

Volume IV, Number 15 - "Consultative Brokerage Kudos"

Volume IV, Number 16 - "The Lost Art of Negotiation"

Volume IV, Number 17 - "Benefits Outweigh Features"

Volume IV, Number 18 - "Four Traits of Highly Successful Brokers"

Volume IV, Number 19 - "Becoming a Purveyor of Value"

Volume IV, Number 20 - "A Cup of Christmas Cheer"

Volume V, Number 1 - "2002 Year-End Readership Survey"

Volume V, Number 2 - "Results of 2002 Year-End Readership Survey"

Volume V, Number 3 - "The Art of the Cold Call"

Volume V, Number 4 - "The Four Quadrants of Resources"

Volume V, Number 5 - "The Five Factors of Presentations"

Volume V, Number 6 - "July 2003 Marketplace Forecast"

Volume V, Number 7 - "Lock The Back Door!"

Volume V, Number 8 - "Be a Businessperson First"

Volume V, Number 9 - "The Ekern TCOR Methodology"

Volume V, Number 10 - "Broker Control - A Key to Success"

Volume V, Number 11 - "Communication is the Key"

Volume V, Number 12 - "Client Centered Marketing"

Volume V, Number 13 - "Executive Summaries: A Key Marketing Strategy"

Volume V, Number 14 - "Probing Questions and the Initial Call"

Volume V, Number 15 - "O’ Carriers, Where Art Thou?"

Volume VI, Number 1 - "2003 Year-End Readership Survey"

Volume VI, Number 2 - "Results of 2003 Year-End Readership Survey"

Volume VI, Number 3 - "A Platform for Quality Cross Sales"

Volume VI, Number 4 - "The Marketplace Is Not The Answer"

Volume VI, Number 5 - "Five Reasons You Should be Appointed as Their Broker"

Volume VI, Number 6 - "Surviving The New CFO"

Volume VI, Number 7 - "Chasing the Right Rabbit"

Volume VI, Number 8 - "Go Upstream"

Volume VI, Number 9 - "Oh, By The Way..."

Volume VI, Number 10 - "Stay Away From the Rocks!"

Volume VI, Number 11 - "Stand Tall with Stewardship Reports"

Volume VI, Number 12 - "Managing Client Expectations"

Volume VI, Number 13 - "What's All the Hullabaloo?"

Volume VI, Number 14 - "Don't Change Horses!"

Volume VII, Number 1 - "Fourth Annual Year-End Readership Survey"

Volume VII, Number 2 - "Mussolini From the Balcony"

Volume VII, Number 3 - "Results of 2004 Year-End Readership Survey"

Volume VII, Number 4 - "The Path of Least Resistance"

Volume VII, Number 5 - "It’s a Thinking Man’s (or Woman’s) Game!"

Volume VII, Number 6 - "Surviving the Price Tsunami"

Volume VII, Number 7 - "Select Your Prospects"

Volume VII, Number 8 - "The Million-Dollar Question"

Volume VII, Number 9 - "A Closing Window of Opportunity"

Volume VII, Number 10 - "The Pressure Points of the Deal"

Volume VII, Number 11 - "Brokerage Darwinism Part One - The Richard Nixon Process"

Volume VII, Number 12 - "Brokerage Darwinism Part Deux"

Volume VIII, Number 1 - "The Fifth Annual Year-End Readership Survey"

Volume VIII, Number 2 - "Brokers and Agents Unite!"

Volume VIII, Number 3 - "Don't Sail Into the Wind"

Volume VIII, Number 4 - "2005 Year-end Readership Survey Results"

Volume VIII, Number 5 - "Climb Out of the Cannibal's Pot!!"

Volume VIII, Number 6 - "Stop Nibbling for Crumbs!"

Volume VIII, Number 7 - "The 7 Pathways of Highly Successful Prospectors"

Volume VIII, Number 8 - "Nothing Happens Until Somebody Sells Something"

Volume VIII, Number 9 - "Find the Beef"

Volume VIII, Number 10 - "Don't Play Short-handed!"

Volume IX, Number 1: - "Year End Survey for 2007"

Volume IX, Number 2: - "Seven Commandments of Success in 2007"

Volume IX, Number 3 - "Stewardship Reports – Teaching a Person to Fish!"

Volume IX, Number 4 - "A Cure for Insanity"

Volume IX, Number 5 - "Beware the Soft Market Pitfalls"

Please click on our Strategic Partners' logos below for more information on their organizations.

To subscribe to The Consultative Broker Briefing, please click here.

Thank you.
C.R. Ekern & Company