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prospects
Articles tagged with prospects
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We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.
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THE ART OF DISCLOSURE by Jack Burke Disclosure in the insurance industry is a reality. Everybodys going to have to do it. Jack Burke recommends that you take a deep breath and start di...
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THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...
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THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...
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Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.
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THE CARDINAL RULE OF E-MAIL NEWSLETTER MARKETING: DON'T BE RUDE by Patricia Czech Focus on your e-message and its relevance to your readers when reaching out to them. The ...
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THE CLIENT-FOCUSED PRACTICE ITS ALL ABOUT PEOPLE by Michael Lovas During months of extensive research into what makes an advisor succeed, were discovering several si...
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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 IMPORTANCE OF RESOURCES: HOW CONSULTATIVE BROKERS DIFFERENTIATE THEMSELVES by C.R. Ekern Consultative brokerages develop spheres of resources to provide their clients a higher level of expe...
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THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...