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REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...
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SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...
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TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...
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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...
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WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...
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YOUNG AGENTS: A NEW BUSINESS MODEL FOR A NEW GENERATION by Elaine Tolen When Amy Bryan opened Bryan Insurance Agency (New Windsor, NY), in 2004 at the age of 22, she had no clients, no carrier...
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Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.
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10 WAYS TO FIGHT TELEPHONE FRAUD by Peter van Aartrijk Jr. Telephone industry analysts estimate that telephone fraud in the United States costs businesses and residences as much as $4 billion pe...
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HOW TO BUILD YOUR PERSONAL LINES BOOK, PART II by Peter Van Aartrijk Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent a...
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AGENCY CLAIMS PROCEDURES: A TIME TO SHINE by Lois Van Horn Insurance agents sell clients a promise-an intangible product. It is nothing they can hold or enjoy and probably what someone told...