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Articles tagged with information
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THE DOMINANT-NEEDS SALE: MODULE IV-B This 'Sales and Marketing' module has from the beginning stressed using the two-call sale (with a qualifying interview, a between-interview period,...
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THE EIGHT DEADLIEST WORDS AND PHRASES IN INSURANCE by Gary Blake Many of us become so dependent on templates and fill-in-the-blank processes for communicating that we sometimes overlook the ...
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THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...
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THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...
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THE FRAUD EQUATION: FIGHTING CREDIT CARD MAIL FRAUD by Leslie Kim The crime of fraud is an equation. It consists of pieces: this criminal, plus that method, plus an element of opportunity. The ...
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THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...
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THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...
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THE INTERNAL CYBERTHREAT by Lorelie Masters Cyberthreats from employee actions, whether accidental or intentional, can cripple a business just as surely as a fire...
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THE INTERNET AND THE ARRIVAL OF THE CITIZEN MARKETER by John Graham All the signs point in every possible direction. Even at huge eBay, the quintessential Internet portal, revenues are sl...
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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...