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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 Perhaps a lot, if you're relying on an insurance program that's outdated.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: ...
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PROSPECTING MOTIVATION Successful prospecting relies upon motivational discipline; it's the single most important contributing factor to it. Prospecting requires discipline, not as in punishment, b...
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CHECKLIST OF SERVICES Dear (Customer Name): SHARPEN YOUR PENCIL AND CHECK OUT THE COMPETITION . . . and we bet you'll find that it pays to comparison-shop when you're...
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BOTTOM-LINE APPROACH Dear (Customer Name): PUT OUR 'BOTTOM-LINE APPROACH' TO WORK FOR YOU! If you do, you'll have the most accurate, scientific, and comprehensive m...
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INSURANCE REVIEW OFFER Dear (Customer Name): How long has it been since you had your Homeowners, Life, and Auto insurance reviewed? Every day someone suffers a loss and dis...