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INCENTIVE COMPENSATION PROGRAMS by Al Diamond Al Diamonds Incentive Compensation Programs (ICP) are blossoming and creating more productive employees who understand that growth and pro...
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The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?
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INDIVIDUAL PLANNING AND GOAL-SETTING MAKE CREDIBILITY, PERSONALITY ASSESSMENT PAY by Allen Karlin, Ph.D. Planning to succeed is a continuous process. It's not something done once for the n...
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INFLUENTIAL PERSONALITIES: HOW YOU INFLUENCE THOSE AROUND YOU by Steve Anderson The amount of influence you have refers to how well you are able to convince others to accept your point of...
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INSURANCE COMPANIES: WILL THE REAL COMPETITORS PLEASE STAND UP? by Chris Burand Chris Burand tells why companies need to know their competition inside and outside their agency plant...
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INSURANCE COMPANY RATINGS by Chris Burand Do we place too much emphasis on a carriers rating while ignoring other factors and trends that might hold significant insight into a co...
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INTELLIGENCE AND MARKETING by Al Diamond 'Some agents wouldn't dig for gold even if you guaranteed them a strike!' Does any insurance agent truly believe that there is LESS Personal or Comm...
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INTERNAL CREDIT POLICIES: CREATION AND IMPLEMENTATION by Mary Beth Bolen Let's face it-few people enjoy collecting funds for premiums. Collecting on past-due accounts is even less pleasant. W...
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INTERNAL PERPETUATION: KEY CONSIDERATIONS by Alfonso Ventoso Internal perpetuation is a realistic option for owners of healthy agencies to exit the business. In most cases, the desire to keep cont...
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INTERNET SALES: VALUE TRUMPS PRICE by Steve Anderson I regularly read and follow a number of blogs written by people outside the insurance industry. Seth Godin is one of those people. He ...