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CompleteMarkets Editor
Articles authored by CompleteMarkets Editor
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The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...
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THE ONE-MINUTE MARKETER by Mike Manes 'I expect to pay more to get less.' You wouldnt expect to hear this from your customers that often. Yet Mike Manes manages to derive ...
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THE ORIGINS OF DIMINISHED AGENCY VALUE by Roy Phillips and Dan King What factors contribute to the reduction of an agency's value? In our experience of evaluating hundreds ...
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INFORMATION DATE 19920715 DESCRIPTION USDOL Program Highlights-OSHA Consultation Service SUBJECT The OSHA Consultation Service U.S. Department of Labor Program Highlights Fact Sheet No. OSHA 92-0...
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THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...
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THE PERFECT EMPLOYEE BENEFIT PLAN by Michael M. Flynn, CLU What is the perfect employee benefit plan? Is it one whose cost is so low, that if given as a salary increase the e...
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THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...
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THE PERFECT TEN: GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU The better your underwriting submissions, the better for you, your companies and your clie...
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We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.
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FRAUDBUSTERS: THE PHANTOM ROLLS ROYCE by Barry Zalma In California and several other states, before a car can be insured, the agent must photograph the car and its vehicle identification number. T...