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SURVEYS SUBSTANTIATE THEORY: RETENTION EQUALS GROWTH When striving to make an agency grow, most agency managers focus on increasing new business. But it's just as important to address improv...
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USING A SMALL, HANDY GIFT Have you ever gotten a little promotional gadget in the mail that turned out to be so handy, you wondered how you ever functioned without it? Bottle openers, ov...
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THANK YOU FOR YOUR BUSINESS - SOLICITATION OF NEW BUSINESS THANK YOU FOR YOUR INSURANCE BUSINESS! Dear (Customer Name), Perhaps we don't say it often enough, but we sinc...
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THANK YOU - SOLICIT WORKERS COMP THANK YOU! Dear (Customer Name), We don't often take the time to say thank you to our customers, but we wanted to let you know we apprecia...
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EMPHASIZE YOUR COMMITMENT Dear (Customer Name): Let us look into our crystal ball and predict the future of your business. Now, to be honest, that's not how we do it. We know you...
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EMPHASIZE LOSS CONTROL Dear (Customer Name): If you read the newspapers, you know the problems that most business owners are having obtaining affordable insurance. It's a problem...
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RECRUITING GOOD LIFE AGENTS To the city dweller, the question in the headline may sound silly; Life agents are underfoot everywhere. Even in rural areas, there often seem to be more than enough peopl...
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RECRUIT THE RIGHT PRODUCERS At seminars and conventions, business spokespersons stress the need for high-caliber personnel and lament the difficulty of finding them. It could be said that recruiting ...
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COMPREHENSIVE COVERAGE Dear (Customer Name): WHAT HAVE YOU GOT TO LOSE? Perhaps a lot, if you're relying on an insurance program that's outdated. There comes a time w...
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QUESTIONS FOR INTERVIEWING AGENCY ACCOUNTING OR CFO CANDIDATES 1. How do you recommend we book direct-bill commissions-on an as-received basis or by accrual? This question has three parts: ...