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The Producer Compensation Manager, or PCM (TM), a software program for IBM PC and compatibles, takes much of the guesswork out of the job of...
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UNIVERSAL LIFE INSURANCE: MODULE V-E OVERVIEW Universal Life was created in the early 1980s at a time when high interest rates prevailed. Although the high intere...
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WALKING THE TALK: WHEN AN AGENCYS SERVICE STANDARDS FAIL by Al Diamond Every agent with whom we speak tells us that their primary product is service. The agency provides such a high leve...
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WHAT GETS MEASURED GETS DONE: ENHANCE INTERNAL SERVICE by Troy Campbell A common complaint from customer service representatives is: 'We are ordered to provide excellent service, but when ther...
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WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...
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WHEN A CAREER TURNS INTO A LIFE SENTENCE by Al Diamond If you're thinking about transferring your agency to younger family members, make sure that you're helping them into...
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WHEN CAN YOU BREAK EVEN? Some producers spend time worrying about the prices they charge without ever learning the prices they have to charge to break even. Their own business records, plus a li...
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In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."
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WORKING HARDER? MAKING LESS? by Jon Persky During the past few years, many agency owners have been saying, Im working harder than I ever have, but making less money. ...
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YOU CAN SAVE TIME AND HAVE A LIFE by Grace Bauer Time: We don't have enough of it, do we? Are you still working those long hours? Intellectually, we may realize that life is too short, ...