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producers
Articles tagged with producers
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WHAT DOES AN AGENCY OWE ITS PRODUCERS? by Chris Burand This is the softest market the P/C industry has ever experienced. To thrive, agencies must eliminate waste, work harder, and work sm...
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Is selling the same as prospecting? Is selling the same as quoting?
No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.
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WHAT MAKES A GREAT OWNER? by Catherine Oak If the role of an owner was treated like any other position in an agency, what would the job description look like and what are the key characteri...
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Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.
PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.
Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."
The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.
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WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...
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WHEN CAN YOU BREAK EVEN? Some producers spend time worrying about the prices they charge without ever learning the prices they have to charge to break even. Their own business records, plus a li...
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The book of Life/benefits business springing from your P/C business can be as valuable as, or even more valuable than, your P/C book. For this reason alone, identifying who owns that book under all conditions is important.
Two parties might challenge your ownership: Life producers and Life carriers.
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WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...
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WHOS REALLY IN CHARGE OF YOUR AGENCY? by Ted Baker Adapted from a presentation at the AMS Users Group 2007 National Conference. Before we get started, Ill ...
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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 ...