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THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...
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THE BALANCE SHEET DOES MATTER! by Chris Burand Chris Burand explains why a balance sheet definitely matters in an agency sale. The degree to which it matters depends on the quality of t...
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AVOID THESE COMMON ACCOUNTING MISTAKES by Chris Burand Some agents make a conscious decision to pay more in taxes in order to bu...
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ACCOUNTING AUDITS AND REVIEWS: WORTH THE EXPENSE by Chris Burand Agencies can avoid a lot of grief by obtaining annual accountants reviews or audits. An audit can catch inno...
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A HEALTHY MARKET? PERCEPTION IS REALITY by Chris Burand A recent study by Zurich U.S. revealed what I believe could cause big problems for agents and brokers in the near future. The probl...
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DO YOU PULL TEETH OR PREVENT CAVITIES? by Chris Burand In this document, Chris Burand tells a modern-day fable that offers a valuable lesson from the world of dentistry. What can you po...
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DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...
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CUSTOMERS: COMPLEXITY, INTANGIBLES, AND INSURANCE by Chris Burand During the past few months, regulations have been proposed that would require agents and brokers to provide clients co...
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CHOOSING AN ACCOUNTANT by Chris Burand The agency external accountant plays an integral part in every agency's operations. After reviewing many agencies financials, I've seen the unfortunate ...
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THE LU AND THE TORPEDO: A TALE OF TWO PRODUCERS by Chris Burand To paraphrase Robert Louis Stevenson, 'All men are salesmen, selling themselves, its just that not all men kn...