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DEALING WITH THE PRODUCER WHO'S LEVELED OFF by Dave Kahle If a producers performance is lagging, heres how to turn the situation around. Every manager has, or will, c...
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DISSOLVING SHAREHOLDER RELATIONSHIPS by Paul Di Stefano, CPA Issues involving the breakup of partners or shareholders can be more complex than one might consider at first blush. A break...
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Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy...
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THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...
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GENERAL SOLICITATION - 'YOU CALL US' Dear (Customer Name): Customer service - We've built a business on it. As your insurance agent for ( ) years, we hope you've been pleased with the service we...
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CHECKLIST OF CONSIDERATIONS IN NEGOTIATING A PRODUCER/AGENCY AGREEMENT This checklist outlines the major factors an insurance agency and a producer should consider in negotiating a...
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CONSULTATIVE BROKERS IN A CHANGING MARKET by Rob Ekern Those of us who entered the business more than 20 years ago have seen two or three market cycles. We had to weather at least one and...
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FINANCIAL SERVICES - 401(K) Dear (Customer Name): You have been a valued customer at (Your Agency Name) for ( ) years. But did you know that in addition to offering a number of insurance products...
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TERM INSURANCE: MODULE V-D THE COVERAGE Term Life insurance is the purest form of Life insurance-it provides only for death protection with no cash values or inte...