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producers
Articles tagged with producers
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NASCAR: SUCCESS CREATES CHALLENGES by Chris Burand Chris Burand compares agency management challenges with NASCARs: Learning to manage people and their emotions, while still succeeding...
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NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...
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OPTIMAL LONG-TERM PRODUCER INCENTIVES by Larry Morrison and Gary Jacobson The optimal program for producers involves training and support, short-term compensation and in...
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ORGANIZING TO SUPPORT THE SALES EFFORT by Carol Hammes At some point, it becomes essential to step back from the situation and evaluate whether the organizational structure and job descr...
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All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.
To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.
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OWNERSHIP ISSUES AND COMPENSATION by Carol Hammes During the past several months we have been addressing methods for compensating agency staff, managers, and salespeople. How should...
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OWNERSHIP OF A PRODUCER'S BOOK: A BETTER WAY by Larry Morrison and Gary Jacobson Some agencies choose to offer key producers an 'ownership' interest in the producer's b...
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OWNERSHIP, PERPETUATION, AND MANAGEMENT by John Jaques The succession of ownership and management for your organization for the mid and long term is as important to your firm as ...
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P.R.: SEPARATE FACT FROM FICTION by Michael Maynard Public relations is often improperly or ineffectively used, giving businesspeople, as well as the public, a warped view of P.R. In th...
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PAPER FILES: ARE THEY WORTH THE TROUBLE? A TRANSACTIONAL FILING COST-BENEFIT ANALYSIS What is transactional filing? Transactional filing is a method of filing paper documents b...