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Articles tagged with need
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LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...
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LIVE THE CARE IN CUSTOMER CARE! by Grace Bauer You probably have a clear idea of what you expect from your producers. What about your support staff? Do you have procedures for your rece...
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LONG-TERM CARE INSURANCE: NOT FOR SENIORS ONLY! Imagine an insurance product that your clients will keep for 20 or 30 years, or longer, while continuing to pay you generous commissions...
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Today, the Long-Term Care insurance (LTCI) industry is maturing from its infancy and growing into a more stable product. In this document, Gary Katelman examines the changes that are occurring in Long-Term Care insurance.
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LOST ACCOUNT W/QUESTIONNAIRE With the lingering image problems suffered by everyone in the financial services area, our industry is in particular need of focusing more sales dollars on e...
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MACHINE SHOPS - 'WHY EXPLAIN YOUR BUSINESS?' Dear (Customer Name): (Your Agency Name) knows that in your business, a jig isn't a dance, die isn't the singular for dice, and bar stock doesn't re...
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MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...
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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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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 SELLING FEARS by Tom Markley How to overcome common concerns that can kill sales. This is a story of one producers fear of selling and how he dealt with it. Becau...