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A CPA firm spends $11,200 on a Web site that attracts only a handful of visitors. An insurance agency invests $80,000 in an advertising campaign and no one sees the ads. An alternative health clinic sends out 8,000 direct mail fliers and gets 26 responses. A manufacturer spends $28,000 on an attractive brochure that no one uses.
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THE SALES PERSONALITY: THE CHAMELEON By Al Diamond Great salespeople have the ability blend with and mimic their surroundings. Agency principals have often asked me to hel...
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GEM SCAM RECYCLED: AN OLD FRAUD RETURNS by Joel Volker Recycling isn't always a good thing. Here's an example of a form of recycling we hoped we'd never see again: An American broker recently con...
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CompleteMarkets Editor, IIABA Virtual University Faculty IIABA Virtual University Faculty
4/30/2013 10:36:58 PM
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ASK AN EXPERT: PRODUCER lsquo;NON-COMPETE AGREEMENTS by the IIABA Virtual University Faculty The terms 'Non-Compete,' 'Non-Solicitation,' and 'Non-Piracy' are often used in...
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401(K) PLAN Dear (Customer Name): 'The golden years' - that's how we'd all like to describe retirement, but very few actually can say retirement is golden. Americans are living longer and retiri...
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LOSS PORTFOLIO TRANSFER by Al Rhodes A loss portfolio transfer (LPT) is one of the few transfers that can be a winning deal for buyer and seller. An LPT allows you to transfer claims to another ...
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TOOLS FOR COMMERCIAL RENEWAL HANDLING by Gil Simonds Commercial P/C agencies have been using a variety of renewal checklists for years. The checklist shown in conjunction with this articl...
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CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...
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TRACKING COMPLIMENTS AND COMPLAINTS by Troy Campbell Customer satisfaction is subjective on the part of consumers. It is how they feel about you and the product or service you provide. The diff...
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100 EASY WAYS TO BEGIN A SALES LETTER (PART TWO) by Herschell Gordon Lewis A warning probably is in order as we round the halfway point in this (interminable?) series of articles: Don...