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Articles tagged with year
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THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...
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THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...
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THIS IS A SLOPPY INDUSTRY WHICH CREATES GREAT OPPORTUNITIES! by Chris Burand Property/Casualty, and even Benefits, insurance, as practiced, is often sloppy. In many cases, quality...
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THIS NICHE IS A GOLD MINE! by Bill Cates Heres a niche that just about any financial professional can target - with great results. Salespeople! What makes salespeople a good...
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TIPS TO HARNESS THE POWER OF THE MASTERMIND by Bill Cates If there is one book responsible for creating more millionaires than any other, my guess is it would have to be Think and Grow Ri...
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TOP 10 NEW YEAR'S RESOLUTIONS FOR AGENCY PLANNING by John Jaques Use these planning guidelines to grow sales and earnings. In case you didnt create a New Years resolution lis...
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TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...
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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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TRANSACTIONAL FILING The use of transactional filing is not mandatory to the use of these procedures, but will provide efficiencies not found in the manual environment. When a procedure stipulates a ...
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An agency valuation I completed recently came in considerably lower than the agency owners expected. The reason? Their balance sheet was very poor and they were materially out of trust: Meaning that their ratio of Accounts Receivable + Cash to Accounts Payable was less than 1. The agency principals were quite upset that I would decrease their value for this reason. They retorted, “We always pay our companies on time, our companies have never been hurt by this, our customers have never been hurt by this, and our CPA has never found fault with this practice. You're the only one who thinks it matters!”