Benefits & Financial Services
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Before you buy an agency, check out these tips. If you're planning to purchase an agency, these guidelines are essential...
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Your benefits package from work probably includes dental insurance. With this valuable coverage, you can access regular preventative care and dental procedures that protect your smile and health. Your dental insurance coverage may not extend to your spouse, children or other dependents, though. Consider several affordable ways you can meet your family's dental needs and protect their health, too.
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AVOID THESE COMMON ACCOUNTING MISTAKES by Chris Burand Some agents make a conscious decision to pay more in taxes in order to bu...
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BANKS AND P/C AGENCIES REALITY CHECK PART II: MEET THE PEOPLE CHALLENGE by Chris Burand Do bank stockholders benefit from acquisitions of P/C agencies? The answer? Yes, if t...
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BANKS AND P/C AGENCIES REALITY CHECK PART III: IMPLEMENT THE PLAN by Chris Burand Do bank stockholders benefit from acquisitions of P/C agencies? The answer? Yes, if there...
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BANKS AND P/C AGENCIES REALITY CHECK PART IV: BUYER, BEWARE! by Chris Burand Do bank stockholders benefit from acquisitions of P/C agencies? The answer? Yes, if there...
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BANKS: IF WE CAN'T BEAT 'EM, SHOULD WE JOIN 'EM? by Patty Vaughn The Supreme Court decision, Barnett Bank v. Florida Insurance Commissioner, has created a plethora of new partnerships. T...
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BETTER CONTINGENCIES EQUAL MORE PROFITS by Chris Burand Many insurance companies try to boost profits by reducing contingency payments - not a smart move. A go...
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BIG CHANGES, BIG DOLLARS by Brian Burke This is about our industry, IPOs, financial danger, and some possible implications for our agency clients. Let's erase the board for a mo...
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Why Is the Referral Process the Most Powerful Way to Sell?
Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.
Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."