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point
Articles tagged with point
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THE DECISION AND THE QUESTIONS by Mike Manes IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end,...
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THE EIGHT DEADLIEST WORDS AND PHRASES IN INSURANCE by Gary Blake Many of us become so dependent on templates and fill-in-the-blank processes for communicating that we sometimes overlook the ...
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THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...
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THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...
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THE INTERNET AND THE ARRIVAL OF THE CITIZEN MARKETER by John Graham All the signs point in every possible direction. Even at huge eBay, the quintessential Internet portal, revenues are sl...
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THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...
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THE SEVEN HABITS OF HIGHLY EFFECTIVE INSURANCE AGENCIES by Al Diamond In 1989, Stephen Covey wrote his best seller, The Seven Habits of Highly Effective People. These habits...
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TIPS ON WRITING SALES LETTERS Sales letters have many purposes: to sell a specific product, to sell the agency image, to keep customers informed of new coverage options, to complement service f...
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Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.
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TOTAL SERVICE Dear (Customer Name), Every agent and broker in the insurance industry promises 'good service.' Who wouldn't? We are a service industry, and no one would retain an...