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When you experience those fearful moments of awkwardness or self-doubt, what’s your response? Bill Cates describes how your response to the everyday fears in life (business and otherwise) will make a huge difference in how successful you become.
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WHEN A CAREER TURNS INTO A LIFE SENTENCE by Al Diamond If you're thinking about transferring your agency to younger family members, make sure that you're helping them into...
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WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...
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In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."
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WHY BUY INSURANCE FROM YOU? by Chris Burand I've asked hundreds, probably even thousands, of agency personnel why people should buy insurance from them. I estimate that 95% answer, 'We pr...
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WHY GOOD CSRS LEAVE AND HOW TO RETAIN THEM by Jack Fries Offer this career path to keep quality CSRs from moving on. When I ask agency owners and managers to name t...
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WHY MANAGE LITIGATION? by John Beringer The thought of having to deal with a lawsuit can be stressful, to say the least. But what if you could hire a professional to handle all of the de...
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WHY PROCEDURES? by Grace Bauer I often hear, 'Why does our agency need procedures? We've been in business this long without them.' If you can answer 'yes' to any of the followin...
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WHY WORRY ABOUT RETIREMENT? by Chris Burand My experience in working with insurance agency owners is that most have a difficult time planning their retir...
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The alert raised in Washington, D.C., on May 10, 2005, when a light plane mistakenly flew into restricted airspace sent thousands of people fleeing from the U.S. Capitol and the White House. Once the buildings were evacuated, however, most people were unsure of where to go or what to do. Bill Kliewer discusses the need for personal contingency plans in cases of emergency.