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Michael Treacy and Fred Wiersma's book, The Discipline of Market Leaders, presents a compelling explanation of why some companies continually outperform their competitors. Their thesis rests on this premise: If a company is going to achieve and sustain dominance, it must first decide where it will stake its claim in the marketplace and what kind of value it offers customers.
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ARE RACETRACKS SUSTAINABLE? by Mike Manes Although Insurance middlemen continue to do well, the landscape has already changed. If the industry doesnt adjust now brokerages will fal...
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BE A PR PRO: THINK LIKE A JOURNALIST! by Mike Maynard Why do so many journalists cringe when they receive phone calls, faxes, and e-mails from public relations professionals? Becaus...
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IMAGINING A MARKETING MANAGER'S CONVERSATION by Knight Berman How a company makes decisions and executes them has long been a puzzle to agents. Sometimes, the decisions seem to ref...
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CONSUMER ONLINE ACCESS: HELP YOUR CUSTOMERS HELP YOU by Rick Morgan Technology has had a profound impact on our everyday activities from fueling our vehicles to preparing our food ...
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CRIME COVERAGE PROSPECTING Dear (Customer Name): WHO SAYS CRIME DOESN'T PAY? . . . Crime insurance, that's who. Considering the number of small companies that suffer major losses each y...
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MENTORING FOR AGENCY GROWTH by Mona Carpenter According to Webster's, a mentor is 'a loyal advisor entrusted with the care and education of a student ... a wise and trusted counselor.' I...
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BUSINESS COVERAGE UPGRADING IT'S OUR SPECIALTY Dear (Customer Name): Like any other businessperson, an insurance agent must target a certain type of business that he or she can ha...
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We all know that doing business today is differs dramatically from even a few years ago. In spite of what might seem so obvious, many of us keep clinging to a familiar past with nothing less than stubborn tenacity. Although it’s easy to spot others who have fallen behind, it takes almost desperate determination to drown out the noxious notion that we might be out of sync.
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ARE YOUR HOMEOWNERS ACCOUNTS INSURED TO VALUE? by Curtis Pearsall Youve decided to add a family room to your house with big bay windows, and French doors opening onto a back garden. Y...