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TELEPHONE PROSPECTING TECHNIQUES THAT GET RESULTS One of the best articles IMMS has seen about getting through to prospective clients was written by a pro, Ed Drake of SAFECO. SAFECO is,...
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TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...
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Even though marketing is a well-established concept in business, committing...
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TEN STRATEGIES TO AVOID THE BRUSHOFF FROM NEW REFERRAL PROSPECTS by Bill Cates Even referral prospects can give you the brush of if you dont approach them properly. Here are a ...
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TEN TIPS FOR WRITING GOOD AD COPY by Patricia Berry Writing an ad? These tips and warnings from Patricia Berry will help you to get the very best response. Start by choo...
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THAT PERSONAL TOUCH by Grace Bauer Are you still sending those personal thank-you notes to your insureds throughout the year? How about the initial claim letter expressing your concern an...
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THE 'CHICKEN LITTLE' SYNDROME by Brian Burke 'Brokers to Decline as Direct Sales Gain,' read the headline of the lead story in the Agent/Broker section of a r...
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THE 'MOTHER-CHILD' COMMERCIAL LINES SALE by Alan L. Shulman, CPCU When you attempt to sell Commercial Lines, you can project yourself as either a generalist or a specialist. In virtually a...
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THE 10 COMMANDMENTS OF TELEMARKETING 1. Thou shalt cover thy database. Your database is constantly changing and must be reached many times to be fully informed about what you have to s...
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THE 10 MOST COMMON INSURANCE AGENCY MARKETING MISTAKES: I by John Graham ...