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THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...
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GLASS CEILINGS IN THE INSURANCE AGENCY BUSINESS by Al Diamond Learn what to expect, and how to grow, as you approach milestones in premium volume. Much of management consultant work i...
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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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INVENTORY YOUR ASSETS by Mitchell Axelrod Take an asset inventory, using the attached worksheets to lift your leverage-ability and vault your value-ability. The first is a Business Streng...
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The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...
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THIS IS A SLOPPY INDUSTRY WHICH CREATES GREAT OPPORTUNITIES! by Chris Burand Property/Casualty, and even Benefits, insurance, as practiced, is often sloppy. In many cases, quality...
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MERGERS: THE SIX KEY ISSUES by Larry Morrison, CMA, CLU, ChFC and Gary Jacobson, JD Before considering an agency merger, read this article. INTRODUCTION The pressure to ...
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IS IT TIME FOR A CHANGE? by Karen Flaherty Everyone would like to change something about themselves. Successful people take an active role to accomplish the desired change, while others simply w...
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HOW TO BE A HIGH-PERFORMING FIRM by Catherine Oak, CIC, AAI The more effectively you sell, market, and service, the more valuable your agency. ...
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COLLECTIONS The purpose of a collection system is to collect money owed to the agency without alienating the insured. In this section, we will answer the following questions: Who s...