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WHAT IS YOUR AGENCY WORTH? A 'MAGIC FORMULA'-PLUS 10 WAYS TO MAXIMIZE VALUE by Blaine Price, CPCU, CIC 'What are agencies selling for today?' is a question frequently heard by agency busine...
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COMMUNICATING WITH THE MEDIA by Sally Praskey 'Reporters are like alligators; you don't have to love them, but you DO have to feed them.' Steven Poole, director of corporate communications, ...
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CHOOSING A HEALTH CARRIER: ELIGIBILITY, BENEFITS, AND UTILIZATION by Patrick Powers Today it's almost impossible to read the newspaper, watch the news, or attend a social function without h...
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MANAGEMENT BY OBJECTIVES by Jean-Pierre Potvin To direct the performance of individuals or groups of employees properly, managers need simple, efficient, and, above all, flexible methods. Manage...
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LIFE/HEALTH E&O AVOIDANCE by Sheri Pontolillo These guidelines for managing Life/Health E&O exposures also apply to any independent agency. Offering Life and Health insurance in...
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PAUL T. MURPHY INSURANCE: WITH A LITTLE HELP FROM HIS FRIENDS By Dennis H. Pillsbury When Paul Murphy graduated from college in 1988, he started selling Life insurance, but quickly moved to Pr...
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SEMINAR SELLING WORKS! by Dennis Pillsbury Use seminars to educate rather than sell your clients and prospects. Seminar selling has become one of the latest fad...
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SEXUAL HARASSMENT: SOME PREVENTIVE MEASURES by Edward Piantek What can employers do to reduce the occurrence of potentially costly third-party liability lawsuits? Plenty. Keep in mind that court...
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WHAT IS AN AGENCY WORTH? by Roy Phillips, CIC, CPIA Agency management consultants are often asked, 'What is the value of an independent insurance agency?' During the 15-plus...
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THE ORIGINS OF DIMINISHED AGENCY VALUE by Roy Phillips and Dan King What factors contribute to the reduction of an agency's value? In our experience of evaluating hundreds ...