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GENERAL SOLICITATION - NEW LIFE COVERAGES AVAILABLE Dear (Customer Name): Eighty percent of all assets people leave at death consist of Life insurance proceeds. Have you checked lately to ensure tha...
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CONTRACTORS PRE-APPROACH Dear (Customer Name), Speed is the name of the game in your business, and many contractors simply don't have time to learn a great deal about their insurance programs. Unl...
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FRAMEWORK FOR AGENCY SUCCESS by Patty Vaughn NEW BEGINNINGS I'm not quite sure why, but for me, fall is the time of year that signals new beginnings. Maybe it's because students are...
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KEEP EMPLOYEES HAPPY! by Grace Bauer Have you ever asked yourself, 'Am I treating my employees the way I would want to be treated?' The more I talk to agents, the more I realize so...
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SUCCESSFULLY GOING BROKE by Roy Phillips Various studies conducted by an aggregate of trade groups report that insurance agencies and brokerages suffer from inconsistencies in manag...
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MANAGING THE CLAIMS HANDLING PROCESS by Catherine Oak The claims function in a firm is usually handled in one of two ways: 1. CSRs or the producers handle the client's claims from...
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In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.
With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.
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IDEAS FOR MOVING FORWARD: PUTTING A STALLED ECONOMY BEHIND YOU by John Graham If weve learned anything over the past couple of years, its that nothing is easy. No matter wha...
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CSR COMPENSATION MANUAL INTRODUCTION You've hired a new Customer Service Representative (CSR). He/she may not have technical insurance knowledge, but it doesn't...
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PRODUCER SUCCESS LESSON 10: PREPARE YOURSELF FOR PHONE CALLS by Randy Schwantz Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consul...