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A soft insurance market is often used as an excuse for ignoring certain issues. Why bother figuring out whether to retain risk or transfer it to...
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AGENCY COMPENSATION SURVEY by Carol Hammes Doing what youve always done in terms of raises and bonuses might not be giving you the 'bang for the buck' that it used to. This docume...
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Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.
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CUSTOMER LOYALTY AND RETENTION PRIMER by Lynn Thomas In todays highly competitive marketplace, customer retention is a critical success factor. IIAAs Best Practices lists i...
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But, this article is about the fundamentals of marketing and communications for an insurance agency (or any consumer facing business's marketing). In my opinion, if you can stick to nurturing these fundamentals regularly, then all the advanced and future enhancements will come naturally. It doesn't matter whether the role you play in the agency is Principal, Producer, CSR, Admin or any customer facing role, in more ways than one, these fundamentals should apply to you.
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WHY PROCEDURES? by Grace Bauer I often hear, 'Why does our agency need procedures? We've been in business this long without them.' If you can answer 'yes' to any of the followin...
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CUSTOMER SERVICE: BEWARE THE BUREAUCRATIC TRAP! by Jack Burke Self-imposed rules and regulations can often rule, rather than serve, our relationships with customers. In this document, ...
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FORMING A STRATEGIC ALLIANCE by Carol Hammes A major challenge facing the Independent Agency System today is to provide quality products and services in a more cost effective and user-frien...
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BLUNDERERS BANK BIG BUCKS, TOO by Chris Burand Whats this? Adopt 'Worst Practices' to increase earnings? Say it aint so! Yet this document by Chris Burand is full of exa...
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AGENCY AUTOMATION: AN E&O RESOURCE by Ken Buehler Are you getting everything you should out of your agency automation system? This document by Ken Buehler examines some of the automation pit...