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agency
Articles tagged with agency
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THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...
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THE PRICE OF GROWTH: COMPENSATING NEW PRODUCERS by Lee Schexnayder When agency owners discuss hiring producers, the question...
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THE PRODUCTION WINNERS CIRCLE by Mike Manes The dictionary defines producer as a person or thing that produces. Production is the act or process of prod...
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THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...
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Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.
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THE ROLE OF LIFE IN A MERGER Recently, we discussed the role and potential of Life/Health production in agency clusters. Related but different factors are involved in the buying, selling...
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Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"
Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.
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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 SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...
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THE SYNERGY OF SUCCESS by Annie Knox In todays competitive environment, how can your agency harness the synergy of success? Annie Knox explains that the success or failure of an organizat...