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RISK MANAGEMENT: A VALUE-ADDED TOOL by R. Thomas Jr. Theres no better way than offering risk management services for your agency to survive and grow. THE PROBLEM: ...
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SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...
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SALVAGING CLIENTS/PROSPECTS IN A STAGNANT ECONOMY by John R. Graham It's taken a couple of years to figure out just what's happening in the economy, but the picture now ...
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The following are several telephone scripts* to use for sales-related duties such as x-dating, lead-generation, and qualification.
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SATISFYING THE CUSTOMER by JoAnna Brandi There is much change afoot in American business and much needed change. Nowhere is that more evident than in the quality movement. Even though consumers ...
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SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...
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SELL YOURSELF AND YOUR AGENCY Karen Flaherty, president, Professional Training Systems, Inc., conducted a telephone survey of 50 independent insurance agencies to evaluate how well agencies responded...
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SELLING CUSTOMER SERVICE by Carol Hammes When losing a major Commercial account or watching the Personal Lines attrition rate go up, many agency principals are tempted to write it off to price c...
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SENDING THE WRONG MESSAGES: 18 WAYS TO BRAND A BUSINESS ... BADLY by John Graham In the West, cattle ranchers still brand cattle. Once the brand has been burned into the ...
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SERVICE EXCELLENCE: ANTICIPATING NEEDS by Mary Beth Bolen Making a movie requires several types of people-directors, producers, actors, and crew members-who have specific roles to play in expedi...