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When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.
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REPLACING AN OLD POLICY WITH A NEW ONE PART 1 by Richard Weber The Society of Financial Service Professionals Life Insurance Illustration Questionnaire has made a big diffe...
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REPLACING AN OLD POLICY WITH A NEW ONE PART 2 by Richard Weber The Board of Directors of the American Society of CLU & ChFC has just approved a new educational product, the Rep...
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Restaurants and taverns cause more than their fair share of E&O claims. You'd think that insuring these...
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In most agencies today, the total commission of a Personal Lines account will equal or exceed the commission of a Non-exception Commercial account. In this document, Jack Fries asks why you’d pay a CSR more money to handle a lower commission account.
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RETAINING LIFETIME CUSTOMERS by Brenda French At renewal time, customers have one question that they expect their broker to answer: 'What have you done for me lately?' If that question is...
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RETENTION AND RENEWALS: TWO NEW STEPS FOR PRODUCERS AND CSRs by Preston Diamond The higher your agencys referral and renewal rate, the stronger your bottom line. In this docume...
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REVIEW AND RENEW: CLIENT SERVICE AS A RETENTION TOOL Today's busy consumer prefers one-stop shopping to running around town in search of...
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REVIEWING THE ENTIRE SALES MANAGEMENT PROCESS by Tom Markley Successful sales management depends on how you answer eight questions. Selling is the act of negotiating between a co...