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DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...
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If you're a principal in a privately held insurance agency, establish a value creation quota for each shareholder. Here's how: A month before your next planning retreat, provide each shareholders with a statement showing the value of his or her share of the agency's stock. If you don't have an appraisal, simply use your best estimate.
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PUTTING THE RIGHT PEOPLE IN THE RIGHT PLACE: EXECUTE! by Chris Burand The cover of a recent issue of Fortune boasted a picture of a small army of spiffily dressed, famous CEOs under the tit...
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Open the way to sales success with these three keys to interacting with prospects.
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WHY BUY INSURANCE FROM YOU? by Chris Burand I've asked hundreds, probably even thousands, of agency personnel why people should buy insurance from them. I estimate that 95% answer, 'We pr...
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EFFECTIVE GOAL REACHING by Randy Schwantz Follow this four-step planning strategy to reach your goals. The key to achieving anything is to have a plan. More important, you need a ...
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BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...
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When it comes to prospecting, every agent has done his or her fair share cold calling on the phone, the White Pages in hand,...
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SPECIMEN CLUSTER AGREEMENT Prepared By: DAVID A. BAKST, ESQUIRE MORRISON, MAHONEY & MILLER AGREEMENT made and entered into this ___ day of ____________, 19__, by and among the followi...
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Help your top producers grow your agency & and their income!
Many of our clients find themselves the recipients of a decidedly mixed blessing. On one hand, they are successful because they employ many of the top producers in their community. On the other hand, since many of the community's top prospects already work in their agency, there's not much sales talent left to hire. They're ready, willing, and able to invest in future growth, but don't know quite how. If only they could find a way to replicate their top producers, their agency's market share would balloon.