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THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...
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SKILL SETS FOR A SUCCESSFUL RISK MANAGEMENT CAREER by Ben Schull What does it take to have a long and successful risk management career? Pamela Rogers, director of risk management for Sears, Roe...
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Nancy Newbee is the newest trainee for LOCO (Large Old Co.), Inc. She was hired because she's bright, articulate, well-educated, and motivated. She's in her second week of training.
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PRODUCER COMPENSATION Producer compensation plans among independent agencies vary tremendously. Pick up several compensation surveys and you'll observe variations that seem to confuse m...
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WHY CAN'T WE GET ORGANIZED AROUND HERE?! by Al Diamond I wouldn't want to count how often we have heard that sad lament from insurance agency principals. The place looks a mess, and the sta...
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FRAUDBUSTERS: THE SWEET LITTLE OLD LADY by Barry Zalma The insured was 82 years old and bored. She had been born shortly after the turn of the century to a wealthy family of Connecticut merchant...
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COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...
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As your agency grows, you will probably recognize the need for the services of a public relations (PR) advisor to help you get media exposure.
To choose the appropriate PR advisor, you should have a good idea of what to expect in the way of services, what you need (or more accurately, want to accomplish), where to look for an advisor, and how to select one. Not an easy task, but it's a lot more manageable if you plan ahead.
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CUSTOMER SERVICE: THE AGENCY STAFF SURVEY by Preston Diamond Find out if your CSRs are willing and able to provide quality client service. If you can't service your curre...
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AUTO DEALERS - 'WE UNDERSTAND YOUR BUSINESS' NO ONE KNOWS YOUR BUSINESS BETTER THAN YOU Dear (Customer Name): Every business is special. In the auto dealer business, you have your own t...