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HOW TO USE NOT ABUSE A RISK MANAGEMENT CONSULTANT by Gary Griffin What should you look for in a risk management consultant, what do they do, and how do they charge? WHAT IS...
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PRODUCER COMPENSATION: A PRIMER by Al Diamond One of the most common questions that we get each week is 'How much should we pay producers?' The range that weve encountere...
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WHAT DO CLIENTS NEED? THAT DEPENDS ON THE CLIENT by Mary Beth Bolen Your job title is customer service representative (or customer service agent) -- but just what does that mean? What is the ex...
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Avoid E&O Problems! by Patricia Berry Agents need to review their procedures for avoiding errors and omissions claims on a regular basis. Although coverage checklists provide a great...
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THE FRAUD EQUATION: FIGHTING CREDIT CARD MAIL FRAUD by Leslie Kim The crime of fraud is an equation. It consists of pieces: this criminal, plus that method, plus an element of opportunity. The ...
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Dear (Customer Name): All year round people rent home improvement equipment such as saws, drills...
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FIVE STEPS TO MARKET RESEARCH by Patricia Berry Patricia Berry offers five market research tactics that can help ...
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According to Dr. Rollin Glaser, a specific formula can be followed to improve employee performance. It affects five basic areas:
Goal setting
Delegating
Training and development
Coaching and counseling
Performance appraisal interviewing
Having litigated performance issues for the past 15 years, I can tell you that Glaser is right on the money. Let me touch on what he has to say about each of these subjects.
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Align your marketing program to the needs and desires of today’s online customers.
“Control the customer and you control the sale.” This advice served generations of successful salespeople who knew that they could make any sale once they could get face-to-face with a prospect.
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MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...