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expectation
Articles tagged with expectation
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AGENCY DEVELOPMENT: BIG SPENDERS VS. INVESTORS by Al Diamond Agents come in distinct varieties when it comes to spending money on agency development. Some agents are penny-pinchers, preferring ...
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COMMONALITY BREEDS RELATIONSHIPS by Jack Burke We're more alike than we think. Relationships, whether face-to-face or cyber-distanced,...
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CUSTOMER SERVICE: BEWARE THE BUREAUCRATIC TRAP! by Jack Burke Self-imposed rules and regulations can often rule, rather than serve, our relationships with customers. In this document, ...
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E&O: MAINTAINING SUSPENSE SYSTEMS by Patricia Alexander Although suspense/follow-up is a big issue when it comes to E&O, there's very little in print about the importance of effectiv...
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EMPLOYEE BENEFITS: THREE CAPITOL REFORMS Washington, DC is bustling with worker and health-care reforms. Employee benefits administrators need to explain to workers how the new legislati...
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EXCELLENT SERVICE IS MORE THAN A STATE OF MIND by E. Al Diamond When asked, 'What is your greatest strength?' most insurance agents will answer 'Excellent service.' Yet if all the age...
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HOW MUCH CAN YOU RELY ON YOUR CONSULTANT'S LAWYER? by Gary Lawson, JD, LLM, Bruce Campbell, JD, and Gavin Kahn, Esq. A common practice in business today is for comp...
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PRODUCER EQUITY POSITIONS by Al Diamond Never offer equity in a producer's created book of business. Well, 'never' may be too absolute. Let me put it this way. Never offer equity only ...
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RELATIONSHIP BRANDING: FULFILL THE PROMISE OF YOUR BRAND by Patricia Berry Although the basic idea of your brand mi...
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THE DOMINANT-NEEDS SALE: MODULE IV-B This 'Sales and Marketing' module has from the beginning stressed using the two-call sale (with a qualifying interview, a between-interview period,...