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MAKING MONEY by Al Diamond We're all concerned with it. Some of us are consumed with it. Most of us are doing it (not as difficult in this market as it was in the soft market). Many of ...
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lsquo;POWER SHIFT - NICHE MARKETING IN TODAYS WORLD by Mike Manes This article by Mike Manes is the setup for an argument on niche marketing. Manes relies on a...
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10 BASIC PLANNING INITIATIVES THAT WILL ADD TO YOUR BOTTOM LINE by Ken Buehler The need for planning has never been greater. While planning focuses on profit...
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Do your sales pitches still resonate with your market? The American psyche is rapidly changing-and new, evolving attitudes...
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Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.
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10 STEPS TO OVERCOME COMPETITION by Jack Burke Remember the first time you experienced a Chinese box set? As each box opened to reveal a smaller box, you wondered with childlike curiosi...
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10 TIPS FOR RENEWAL RETENTION by Ken Buehler Much has been said and written about the costs of acquiring new business. These costs are so high that it's essential to retain t...
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10 TIPS TO GARNER QUALITY REFERRALS by Bill Cates In this document, Bill Cates offers 10 tips you can act on quickly that will start to increase your flow of quality...
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10 WAYS TO IMPROVE IN-HOUSE TELEMARKETING by Peter Belanger Follow these proven principles and watch your telemarketing program grow sales and earnings. The mistakes that agen...
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Deadlock is to dealmakers what cliffhangers are to TV couch potatoes — frustrating yet compelling, as the impasse challenges each side’s negotiating maturity, skill, and acumen. This document by Patricia Berry offers 10 key methods for jump-starting a stalled exchange.