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THE BALANCE SHEET DOES MATTER! by Chris...
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THE BALANCE SHEET DOES MATTER! by Chris Burand Chris Burand explains why a balance sheet definitely matters in an agency sale. The degree to which it matters depends on the quality of t...
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Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.
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THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...
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THE GENERATION GAP AT WORK: HOW BOOMER OWNERS MUST DEAL WITH GEN X EMPLOYEES by Al Diamond To explain how the older 'boomer' generation must relate to its successor, 'Generati...
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THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...
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THE HARD MARKET: AN E&O PERSPECTIVE by Ken Buehler The market has changed significantly. Business as usual wont suffice. Doing a thorough and professional job for your clients and you...
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THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...
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THE INFLUENCE OF A HORSES DERRIERE by Pegi Flahault 'Dont rock the boat.' 'Weve always done it that way!' 'If it isnt broken, dont fix it.' Do these ...
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THE INTERNET AND THE ARRIVAL OF THE CITIZEN MARKETER by John Graham All the signs point in every possible direction. Even at huge eBay, the quintessential Internet portal, revenues are sl...