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FINDING THE RIGHT CSR by William Vericker Where, and what, to look for hiring quality CSRs. When clients call, e-mail, or visit your agency, they count on someone to service their bus...
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FIRING WITHOUT FEAR: AVOIDING WRONGFUL TERMINATION LAWSUITS by Beth Schroeder and Andrew Kaplan Historically, the basic rule in this country has been that an employer could discharge an...
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FIVE KEYS TO ACHIEVING YOUR GOALS by Pamela Millard Plenty of things can distract you from your goals. Its all about making sure your goals meet a few critical criteria: Engagement...
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FIVE STEPS TO HIRING SUCCESS by Don Phin Many business owners struggle with the problem of hiring employees who care about the company. You can achieve this goal by following five ...
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To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.
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How to determine if your agency or brokerage has a true sales culture
Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your “sales culture?”
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FOCUS ON EMPLOYEES: THE KEY TO SUCCESS by Jack Burke Another lifetime ago, when I managed Hertz Car Sales, I made a point of hand writing little notes to our Hawaiian salesperson. Somehow, this...
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FOLLOW SMART HIRING PRACTICES by Marcus Covas These hiring guidelines can help protect your business against the growth industry of employment-related litigation. Today,...
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FOR THE FUTURE-PRODUCER RECRUITING Producer recruitment should be a continuous process that provides the lifeblood for your agency. In th...
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FRAMEWORK FOR AGENCY SUCCESS by Patty Vaughn NEW BEGINNINGS I'm not quite sure why, but for me, fall is the time of year that signals new beginnings. Maybe it's because students are...