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CompleteMarkets Editor
Articles authored by CompleteMarkets Editor
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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 DO'S AND DONT'S OF CORPORATE IDENTITY by Bob Jankowski and Rob Keane Corporate identity is more than just how your logo, business cards, and letterhead look. Corporate identity is who yo...
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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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Occupational illnesses suffered by telemarketers have risen from 18% of all illnesses in 1981 to 62% in 1992. You may have heard complaints of stiff or sore necks, backs, hands, wrists, arms, elbows, and shoulders. Or you may have seen an increase in Workers Compensation claims from insureds who have their own telemarketing or call centers.
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THE ESOP AS A VEHICLE FOR SELLING AN INTEREST IN AN INSURANCE AGENCY by Francis Willmarth In the early 1960s, Mortimer Adler and Louis Kelso published the Capitalist Manifesto, a...
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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 FOUR FACES OF PROFITABILITY: PART I by Diane Herbert and Pamela Millard Even if you see a healthy profit when you look at the bottom line, you might want to consider your profitability...
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THE FOUR FACES OF PROFITABILITY: PART II by Diane Herbert and Pamela Millard The first part of this article focused on two faces of agency profitability: Pretax profit and Cash Flow from ...
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THE FOUR PILLARS OF AGENCY MANAGEMENT by Bill Schoeffler and Catherine Oak There's no single ideal way to set up and ad...