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THREE STEPS TO SUCCESSFUL BRANDING by Larry Acord Independent agents often ask, Don't I have to be a large agency t...
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USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...
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RISK MANAGEMENT: A VALUE-ADDED TOOL by R. Thomas Jr. Theres no better way than offering risk management services for your agency to survive and grow. THE PROBLEM: ...
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THE CUSTOMER LIFE CYCLE AND HOW IT INFLUENCES YOUR SUCCESS by Lynn Thomas Your customers have four distinct stages in their life cycle development with your agency. Lynn Thomas explain...
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LOVE THEM OR LOSE THEM: CUSTOMER RETENTION IN ACTION! by Lynn Thomas Here's the bottom line for retaining customers: You have just one choice -- Love your customers or lose them. Peri...
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LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...
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WOWING EMPLOYEES: THE FOUNDATION TO HIGH PROFITS by Lynn Thomas Recently, I participated in a 10-day road show for an insurance company. During a dry run of my presentation on customer re...
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MAKE A SMARTER DEAL: BASE AGENCY VALUE ON PROFITABILITY, NOT A MULTIPLE OF COMMISSIONS! by Roger E. Thomas What multiple does an agency sell for these days? 1.25 times commission? 1...
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CAN YOUR AGENCY BECOME PARTNERS WITH A BANK? by Roger Thomas Are you an agent who wants to sell to, or partner with, a bank? If so, you're probably searching for a banker who is in...
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CUSTOMER LOYALTY AND RETENTION PRIMER by Lynn Thomas In todays highly competitive marketplace, customer retention is a critical success factor. IIAAs Best Practices lists i...