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PAYING FOR PERFORMANCE by Carol Hammes Half the agencies responding to our recent Agency Compensation Survey reported paying CSRs additional compensation to reward them for their ...
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TOTAL ACCOUNT SOLICITATION Dear (Customer Name): If you're like most of our clients, you welcome the idea of having all your insurance needs handled by one agency. Not only is it more convenient, b...
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TELEPHONE PROSPECTING TECHNIQUES THAT GET RESULTS One of the best articles IMMS has seen about getting through to prospective clients was written by a pro, Ed Drake of SAFECO. SAFECO is,...
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PERSONAL UMBRELLA LIABILITY Dear (Customer Name), $1,000,000 INSURANCE COVERAGE? The times we live in have brought about significant changes in the insurance needs of...
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INDIVIDUAL PLANNING AND GOAL-SETTING MAKE CREDIBILITY, PERSONALITY ASSESSMENT PAY by Allen Karlin, Ph.D. Planning to succeed is a continuous process. It's not something done once for the n...
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Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.
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ARE PARTS OF YOUR AGENCY IMMUNE FROM E&O CLAIMS? by Curtis Pearsall In my recent travels, an agent asked me what areas of an agency cause the most E&O claims. I commented that the majority of cl...
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PRODUCER CONTRACTS Before new employees are hired into the agency, some sort of understanding needs to be reached regarding the terms and conditions of employment. Verbal 'gentleman's ...
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OWNERSHIP, PERPETUATION, AND MANAGEMENT by John Jaques The succession of ownership and management for your organization for the mid and long term is as important to your firm as ...
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BIRTHDAY LETTER Dear (Customer Name), Just a quick note to wish you a very Happy Birthday from the Personal Insurance Department of the (Your Agency Name). More often than not, we seem to be wr...