be Cutting Edge - December 2016

be Cutting Edge

be Remarkable | be Involved | be Inspired

December 13, 2016

Upcoming Classes

CIC	Jan 18-20, 2017	Agency Management
CISR	Jan 11, 2017	Commercial Casualty II
CISR	Jan 12, 2017	Personal Auto
CRM	Nov 28-Dec 1, 2017	CRM Control of Risk
E&O	Jan 25, 2017	E&O Seminar
FLOOD	Feb 27, 2017	Flood Insurance
Webinar	Dec 20, 2016	Leases and Contracts Versus the Insurance Policy
Webinar	Jan 11, 2017	ALERT: Agency Legal and Ethical Responsibilities Training
Webinar	Jan 12, 2017	Construction Defects: Property Damage & the ISO CGL-Tearing Down the Mysteries
Webinar	Jan 19, 2017	Commercial Liability Endorsements to Watch Out For
Webinar	Jan 23, 2017	Regarding Ethics...
Webinar	Jan 24, 2017	What We Learned: Claim & Coverage Issues from Catastrophes
Webinar	Jan 25, 2017	Weatherstripping the CGL: Drafts, Gaps, Forms and Fixes
Webinar	Jan 26, 2017	Your Agency Online: Communication Cure or E&O Plague?
Webinar	Jan 31, 2017	Agency Management Based E&O and Ethics

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The first time Jay met with his mentor, Brian, he asked him what the most important thing to know to be successful at work was. Jay was surprised when Brian said, "Politics."

Politics in the workplace is often an afterthought. But it is important to understand the landscape, the people and the rules of the workplace. The key to reaching agreements is an understanding what motivates a person or organization.

Trusted leaders are aware of the politics. They make sure their team is aware of them as well. Trusted leaders seek balanced solutions. They navigate the tension between the competing needs of the bigger organization and the team.

Greg graduated sales school at the top of his class and was eager to start his new career in Tennessee. His strength was his ability to connect with people, and much was expected from his sales manager.

He met with a prospect in Birmingham, Alabama that wanted a presentation on why his computers were superior to the competition. Fresh out of sales school, the answer was an easy one for Greg. He decided to focus on what was considered his company's unique differentiator-technology. Even though Greg is a relationship person, he decided to answer with the facts since he thought that was what the prospect wanted. The common question the prospect had: "Why should I do business with you?"

What is Your Story?

As I stood in a room full of people at a cocktail party once, I realized that every opening conversation was dominated by this question, "What do you do?"

We seek to understand and define people by their 'doing' in the world. For some reason we categorize and rank people's worth by what they "do."

Does what you do matter more than who you are? I don't think so. What you do is only a small part of who you are.

Read More...

We keep hearing a lot about "step-down" provisions in the personal auto policy. Our local news station did a story on step-down provisions for intra-family liability and now our customers are asking about it. We are trying to reach out to each of our carriers to ask if they have step down provisions, but have not gotten an answer from all of them yet. What is your take on all of this?

William, Ohio

What You Can Learn From the Recent Airline Tech Glitches That Caused Massive Delays

Delayed flights are every traveler's worst nightmare. The sight of water being handed out at a departure gate is usually an early indicator that your day is not going to turn out the way you had meticulously planned. Traditionally it's Mother Nature who usually gets the blame for overcrowded airports filled with passengers sleeping wherever they can find a bit of space. But the reality is something that may surprise you.

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