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Are independent insurance agents on the verge of extinction? On the MisFortune 500 list of endangered occupations? You might think so after reading some of the press. For a different perspective, Kevin Stipe offers his observations of current and past trends and market conditions to prove that we’re not necessarily going the way of the dinosaur and the door-to-door encyclopedia salesman.
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THE KEEP/SELL DECISION by Brian Burke Agency owners who are faced with the decision of keeping or selling their agencies can't really explore one of these routes without investi...
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THE KEY TO PROFITABILITY by Mary Beth Bolen To be successful in business, carrier marketing managers must thoroughly understand what business they are in, why they are in it, and ho...
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THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...
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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...
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THE LU AND THE TORPEDO: A TALE OF TWO PRODUCERS by Chris Burand To paraphrase Robert Louis Stevenson, 'All men are salesmen, selling themselves, its just that not all men kn...
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I think of management as a puzzle: Put the pieces together in the right order, and you have a beautiful picture ? jumble them, and you have a pile of pasteboard. In this document, Mike Manes offers guidelines that will help you assemble a masterpiece.
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THE MISSION STATEMENT: WHAT DOES YOUR T-SHIRT SAY? by Mike Manes How to tailor an effective mission statement for your agency. This article started with a bet, a disagreement bet...
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THE MIXED-PERPETUATION SANDWICH: INSERTING A NON-FAMILY LAYER by Brian Burke Discussions about the perpetuation of family-owned agencies often assume that the offspring always bu...
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THE NEGLECTED ART OF SALES MANAGEMENT -HOW MUCH IS IT COSTING YOU? by Bill Hoos Why your agency cant afford not to have an effective sales manager. Im c...