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money
Articles tagged with money
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THE WEB: A POTENT COMPETITOR by Chris Burand Internet sales of insurance hasnt conquered our industry, but it is a competitor. How do you combat it? At what price differ...
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THIS NICHE IS A GOLD MINE! by Bill Cates Heres a niche that just about any financial professional can target - with great results. Salespeople! What makes salespeople a good...
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TIE IN WITH AN INSURER Dear (Customer Name): You know the pride involved in being an independent business owner. It took courage and foresight to forge your own business, and you did it. But it's ...
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TIME OFF: THE GUILT TRIP by Grace Bauer What happens in your agency when an employee calls in sick? As with any other event, if you have a plan in place youll be able to ...
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TOTAL ACCOUNT SOLICITATION Dear (Customer Name): If you're like most of our clients, you welcome the idea of having all your insurance needs handled by one agency. Not only is it more convenient, b...
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An agency valuation I completed recently came in considerably lower than the agency owners expected. The reason? Their balance sheet was very poor and they were materially out of trust: Meaning that their ratio of Accounts Receivable + Cash to Accounts Payable was less than 1. The agency principals were quite upset that I would decrease their value for this reason. They retorted, “We always pay our companies on time, our companies have never been hurt by this, our customers have never been hurt by this, and our CPA has never found fault with this practice. You're the only one who thinks it matters!”
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TURN YOUR CLIENTS INTO WORD-OF-MOUTH MACHINES by Bill Cates I just conducted a special referral boot camp for a group of about 50 highly successful financial advisors. (I mean highly succ...
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TWO FUNDAMENTAL CHALLENGES FOR AGENCIES by Chris Burand How well is your agency developing quality producers and how effective is your management? Successful agencies fac...
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UNDERSTAND YOUR E-MAIL: XOBNI by Steve Anderson A new, free plug-in module for Outlook called Xobni (pronounced 'ZOB-nee,' which is inbox spelled backwards) adds some social-networking ...
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VENTURE CAPITALISTS ARE LOOKING FOR FAILURES by Maribeth Kusmeski Did you know failure is one of the biggest indicators of future success in an entrepreneur? According to an article in th...