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HOW WELL DO YOUR CLIENTS KNOW YOU? DOES IT MATTER? by Bill Cates If youve been in this business for 10years or more, you might remember the day when we used to send real newsletter...
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HOWS YOUR IMAGE? by Jack Burke 'Whats your name again?' They cant buy from you if they dont know who you are. Jack Burke offers advice ...
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'We don't want to be all things to all people,' says one agency manager, 'so we want to identify a niche for Life insurance agents to master. Do you have any suggestions?'
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Annuities are presently the source of nearly half of Life companies' premium income. A couple of decades or so ago, the figure was just 11%, according to a recent Life Insurance Management Research Association (LIMRA) study.
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IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...
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Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?
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IF PRODUCERS COULD PRODUCE By Chris Burand How much wood would a woodchuck chuck if a woodchuck could chuck wood? Or for agencies, how much production could a producer produce if a produc...
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IF THE NICHE FITS: DESIGNING THE NICHE PROGRAM QUESTIONNAIRE by Andy Barile You've done your research and have assessed the potential of a niche insurance marketing program thoroughly....
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IMPLEMENT THE RIGHT PROCEDURES TO RAISE REVENUE by Grace Bauer Is your agency using step-by-step procedures to train its employees? Has it reviewed its procedures to make sure they save tim...
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IMPROVING PRODUCTIVITY TO INCREASE NEW SALES by Carol Hammes When setting your agency's production goals for the coming year, don't rely on help from the marketplace. In fact, it...