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SUSPENSE SYSTEM CONTROL by Mary Beth Bolen A well-run suspense system means better customer service, more cost-effective operation, and a stronger bottom line. When clients call with ...
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CLUSTERS - ARE THEY RIGHT FOR YOU? by Val Jordan As an independent agent, you know that it's becoming increasingly difficult to find products and services. Carriers have incr...
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AGENCY ACQUISITIONS: BUYER BEWARE! by Sharon Cunningham Dont overpay for an acquisition! When Quaker Oats purchased Snapple Beverage Company in 1994 for $1.4 billion, they...
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Many of your insureds will be putting a lot of money into annuities this month, next month, and for many months to come. Based on national sales figures, this is a near-guarantee. Will they buy through your agency or from a competitor? If you're an agency decision maker, the answer lies in your hands.
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WOWING EMPLOYEES: THE FOUNDATION TO HIGH PROFITS by Lynn Thomas Recently, I participated in a 10-day road show for an insurance company. During a dry run of my presentation on customer re...
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TRIAGE A BACKLOG REDUCTION PROGRAM by E. Al Diamond Backlogged work in an agency can kill productivity and profitability. As it snowballs out of control, you might think that yo...
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AGENCY PERPETUATION: AGENTS MUST GO BACK TO THE DRAWING BOARD by Brian Burke I would venture to say that 80% of the agencies represented by the readers of this column could reall...
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In this day of big business chicanery and consumer suspicion (not to mention big business suspicion of consumer chicanery), it might do a CSR good to brush up on ethical...
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COMMERCIAL LINES MARKETING PROGRAM by Al Diamond This documentcovers issues as diverse as agency budgeting, how to post an effective classified advertisement, and marketing carr...
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Dear (Customer Name): Do you know how much all your equipment is worth? Quite a bit, right? Now, think about how many potential liability risks you...