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CompleteMarkets Editor
Articles authored by CompleteMarkets Editor
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THE PHONE: CURSE OR COMMISSION INCREASE? by Preston Diamond You conduct 60% of your business over the phone-but how many of you actively practice phone courtesy and technique? Having worked...
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THE POWER OF CHANGE AND THE CHANGE OF POWER by Mike Manes In the new world where everyone has options, success rests in your ability to adapt to change and attract the brightest employees...
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THE POWER OF GOALS by Grace Bauer Do you feel that you're getting 100% out of each employee in the office? When t...
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THE PRESS RELEASE: MAKE SURE IT'S NEWS Press stories on your business, products, services or employees can be extremely valuable promotional tools. Published articles often carry greater credibil...
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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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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 REALITIES OF DIRECT MAIL by Richard Barry 'I'm looking for cheap direct mail that works! Any ideas?' This is a legitimate question and worthy of discussion...
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THE REALITY OF LIFE AND STRATEGIC PLANNING by Mike Manes Use these ingredients to create a planning entreacute;e nutritious food for thought! DISCLAIMER: &...
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In the early 1990s a state insurance commissioner, in a Wall Street Journal front-page article, called insurance agents the 'buggy-whip makers' of the late 20th century. Several years later, you seem to be doing just fine, and in many cases, even better than investors in other areas. Kevin Stipe offers an overview of the insurance agency as an investment vehicle in this document.