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The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.
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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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Occupational illnesses suffered by telemarketers have risen from 18% of all illnesses in 1981 to 62% in 1992. You may have heard complaints of stiff or sore necks, backs, hands, wrists, arms, elbows, and shoulders. Or you may have seen an increase in Workers Compensation claims from insureds who have their own telemarketing or call centers.
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Insurance companies and Managing General Agents (MGAs) are navigating a transformative era in billing operations. The adoption of advanced software is reshaping how carriers manage their billing processes, enhancing efficiency and customer satisfaction. This evolution in insurance billing is critical for maintaining competitiveness and profitability in the insurance industry.
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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 ...