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MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for...
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MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for all d...
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MANAGE DIRECT MARKETING by Ed Drake Most agencies that use direct marketing successfully to generate sales have something in common - an effective system to handl...
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Salespeople, like athletes, need planning, practice, and coaching to compete — and win!
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MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...
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MANAGING FOR PROPER SERVICE by Catherine Oak Follow these guidelines to boost retention rates and earnings. Due to the costs of producing and servicing an account, the av...
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Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.
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MANAGING SMALL ACCOUNTS by Carol Hammes Most independent insurance agencies consistently receive between 15% and 25% of their total revenues from their 10 largest accounts. If you think that your ...
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MANAGING, TRANSFERRING, AND ACQUIRING FAMILY INSURANCE AGENCIES by Carol Hammes Independent insurance agencies are often family businesses. Many current owners took over the agency from t...
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MARKETING CLUSTERS - A MEANS OF GROWTH AND SURVIVAL by Jack Fries The benefits, drawbacks, and formation of a marketing cluster. Clustering has been around for ...