This content has not been rated yet.
VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...
1 Verified Reviews - 5 of 5.0
VALUING YOUR COMPANY STOCK WHEN OWNED BY AN ESOP by Irving Blackman Blackman-Kallick Copyright 1994, Irving L. Blackman C O N T E N T S CHAPTER: TITLE One: An Introduction Two: ...
This content has not been rated yet.
VOODOO VALUATIONS by Chris Burand People pay dearly for simple answers. And many insurance agencies pay dearly for 'voodoo valuations' because they offer a quick and inexpensive way t...
This content has not been rated yet.
WALKING THE TALK: WHEN AN AGENCYS SERVICE STANDARDS FAIL by Al Diamond Every agent with whom we speak tells us that their primary product is service. The agency provides such a high leve...
This content has not been rated yet.
Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.
This content has not been rated yet.
Follow this six-step program to keep ahead of the pack.
The idea of 'value-added' is changing. The term has become so overused that it's now of little value to most customers. So-called value-added resellers stay in business by discounting, rather than adding anything significant to their products. In service businesses, value-added usually means a few bells and whistles rather than extraordinary service.
This content has not been rated yet.
WHAT BUSINESS ARE YOU REALLY IN? By Chris Burand What business areyou in? Examine this question carefully in this document by Chris Burand. A paradigm shift in focus from sellin...
This content has not been rated yet.
WHAT DO CLIENTS NEED? THAT DEPENDS ON THE CLIENT by Mary Beth Bolen Your job title is customer service representative (or customer service agent) -- but just what does that mean? What is the ex...
This content has not been rated yet.
WHAT DO CUSTOMERS WANT? by Chris Burand Visitors to www.ebix.com , an insurance portal Web site, were asked what their top concern was in purchasing insurance. As many as 56% of respond...
This content has not been rated yet.
Is selling the same as prospecting? Is selling the same as quoting?
No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.