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THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...
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REPLACING AN OLD POLICY WITH A NEW ONE PART 3 by Richard Weber The previous article in this series reviewed the first two sections of the RQ. In this document, Richard Weber ...
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CHAPTER THREE STATUTORY DUTIES OF INSURANCE PRODUCERS 3.1 Regulation by Insurance Department and other governmental bodies....
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ASSESSING YOUR FIRM'S RESOURCES by Bill Schoeffler and Catherine Oak Today, it is critical for insurance agents and brokers to plan their own destiny. One can never be quite c...
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STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART II by Rob Ekern In the second of his two-part series, Rob Ekern tells you how to get maximum mileage out of the Ste...
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The book of Life/benefits business springing from your P/C business can be as valuable as, or even more valuable than, your P/C book. For this reason alone, identifying who owns that book under all conditions is important.
Two parties might challenge your ownership: Life producers and Life carriers.
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CSRS: WHATS IN A NAME? by Jack Burke After considering this topic for years, Ive finally screwed up the courage to put it into words. The specific name that I&...
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John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. Mr. Graham is the author of The New Magnet Marketing and of 203 Ways to Be Supremely Successful in the New World of Selling. He can be contacted at 40 Oval Rd., Quincy, MA 02170, (617) 328-0069, fax (617) 471-1504, e-mail
[email protected], or visit www.grahamcomm.com.
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MAKING A SALE VS. HAVING A CUSTOMER excerpted from an article by Stephen Anderson While you as a CSR might not be directly responsible for selling new business, you are often asked to hel...
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UNDERSTAND YOUR E-MAIL: XOBNI by Steve Anderson A new, free plug-in module for Outlook called Xobni (pronounced 'ZOB-nee,' which is inbox spelled backwards) adds some social-networking ...