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10 WAYS TO AVOID LOSING THE SALE Many publications are in the business of telling you how to succeed at selling. Guidelines, strategies, and techniques exist in abundance. However, there isn't ...
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A CREATIVE WAY TO SELL 'UMBRELLAS' IMMS Member Wayne Smart of Fry, Jordan & Wilson, Inc., South Boston, Virginia sells Personal Umbrella insurance by the bucketful. Here's how: Wayne tapes a pape...
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A LEADERSHIP QUIZ FOR TOMORROW by Mike Manes The responsibilities of a leader include: A. Comforting the afflicted B. Afflicting the comfortable C. Both A and B...
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A RELATIONSHIP AUDIT by Michael Manes Before the agency marriage, both parties need to answer these questions. The article was thought provoking...
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ACHIEVING SUCCESS BY DEFINING SERVICE Sometimes defining a problem goes halfway toward solving it. When warring factions spend months to determine the shape of the table for peace talks, for in...
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AGENCY TELEPHONE PROCEDURES: HOW TO TAKE CALLS by Karen Flaherty Verbal Courtesy Courtesy pays off. It's hard to be mad at someone who's being nice, so be nice! Be generous with ...
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AGENCY TELEPHONE PROCEDURES: TELEPHONE EXCELLENCE by Karen Flaherty If you ask a group of customer service representatives to talk about problems they encounter on the job, the agency tel...
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AGENCY TELEPHONE PROCEDURES: TIME MANAGEMENT by Karen Flaherty Transferring Telephone Calls There are calls you will not handle personally but will transfer to supervisors or co-wo...
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ANALYSIS OF PROFIT-SHARING AGREEMENTS Use this form to review your company profit-sharing deals. Complete this checklist for each major company represented. A no ans...
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Many of your insureds will be putting a lot of money into annuities this month, next month, and for many months to come. Based on national sales figures, this is a near-guarantee. Will they buy through your agency or from a competitor? If you're an agency decision maker, the answer lies in your hands.