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THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...
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THE PERFECT TEN: GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU The better your underwriting submissions, the better for you, your companies and your clie...
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THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...
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Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"
Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.
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When you come right down to it, failure is a word we use to describe anything short of absolute success. Like perfection, success is unforgiving, when measured systemically. You either succeed or you don’t. For many people, there is nothing between success and failure. It’s an either/or, all-or-nothing outcome. Get an interesting and inspiring perspective on the concept of failure in this document by Mitch Axelrod.
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THREE DEADLY MISTAKES IN OUR ADVERTISING by Andrew J. Byrne We make three deadly mistakes in insurance direct mailings: the failure to be si...
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TIE IN WITH AN INSURER Dear (Customer Name): You know the pride involved in being an independent business owner. It took courage and foresight to forge your own business, and you did it. But it's ...
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TO ACCOMPANY CLAIM SETTLEMENT QUESTIONNAIRE Dear (Customer Name): We consider claims service to be a top priority in (Your Agency Name). Would you take a moment to give us your opinion? How was...
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TOTAL ACCOUNT SELLING TO PRESENT CUSTOMERS Dear (Customer Name): WE VALUE YOUR BUSINESS! (Your Agency Name) is proud to have you as a customer. You've been with us for many years, and we...
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TOTAL ACCOUNT SOLICITATION Dear (Customer Name): If you're like most of our clients, you welcome the idea of having all your insurance needs handled by one agency. Not only is it more convenient, b...