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There's no such thing as a risk-free acquisition. Deals fail for a myriad of reasons. One is that...
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WHY BUY INSURANCE FROM YOU? by Chris Burand I've asked hundreds, probably even thousands, of agency personnel why people should buy insurance from them. I estimate that 95% answer, 'We pr...
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WHY DO PRODUCERS FAIL? by Chris Burand They cant sell. They hate selling. They dont have to sell to eat because the agency overpays them or they ...
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WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...
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WHY IS SELLING SO HARD? by Michael Lovas Actually, its not. The problem is that because many financial advisors and producers dont understand the process, they make it hard ...
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WHY PEOPLE DONT BUY FROM YOU by Michael Lovas In todays journey, were going to take a close look into how minds are wired. In particular, well look at how the ...
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WHY PROCEDURES? by Grace Bauer I often hear, 'Why does our agency need procedures? We've been in business this long without them.' If you can answer 'yes' to any of the followin...
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WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...
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WHY WORRY ABOUT RETIREMENT? by Chris Burand My experience in working with insurance agency owners is that most have a difficult time planning their retir...
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According to popular mythology, most Americans would rather die than give a speech. Whatever the actual statistics, the idea of standing in front of an audience is avoided at all cost.
Since the fear of speaking in public is so deep, most of us should be understanding of those who put themselves to the test and make presentations. Actually, just the opposite prevails: While we'll do just about anything to avoid a podium, we're more than willing to criticize those who don't.