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TOTAL ACCOUNT SELLING TO PRESENT CUSTOMERS Dear (Customer Name): WE VALUE YOUR BUSINESS! (Your Agency Name) is proud to have you as a customer. You've been with us for many years, and we...
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CONVALESCENT AND NURSING HOMES - 'YOU PROVIDE CARE - SO DO WE' Dear (Customer Name): YOU'RE IN THE BUSINESS OF PROVIDING CARE. SO ARE WE. Your residents are often physically weak...
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THREE WAYS TO LOWER YOUR AGENCY VALUE by Bill Schoeffler and Catherine Oak When you sell your business, heres what youre really selling. When agency owners sell thei...
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WHY PEOPLE DONT BUY FROM YOU by Michael Lovas In todays journey, were going to take a close look into how minds are wired. In particular, well look at how the ...
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MARKET CYCLES Dear (Customer Name): You've probably noticed that your insurance rates have gone up. It's nothing personal. The insurance industry is in what is called a 'hard market,' which simp...
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MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. T...
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WHEN IS BODILY INJURY NOT PERSONAL INJURY? Dear (Customer Name), WHEN IS BODILY INJURY NOT PERSONAL INJURY? Does your firm carry Liability insurance? Of course, it does. And does your Lia...
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SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...
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AUTO SUBROGATION - FOLLOW UP NO. 2 Dear (Customer Name), RE: Collision Loss Date of Loss Location Our Insured The letter sent on your behalf to the party responsible fo...
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Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.