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Through the years I have seen Life policy applications and agents' reports with erroneous information. You probably have, too. I don't mean judgment calls with room for honest disagreement; I mean downright wrong information. One of the most common untruths may be the statement that a new policy will not replace an existing policy, when in fact it will. The agent may save the trouble of bothering with replacement forms, but he or she also may be buying a big problem.
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FINANCIAL RATINGS DON'T TELL ALL by Chris Burand In the past year, it hasn't been unusual to see reports of companies that have had their debt ratings lowered, although their ...
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Producer Success Lesson 1
Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.
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Those who own a business hold their peers in high regard. You might dislike someone personally, but give them a thumbs-up when it comes to running a company. Those who survived the recession deserve a special commendation. Only the native outsider thinks otherwise.
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DO BANKS OVERPAY FOR P/C AGENCIES? by James M. Campbell Since 1998, the banking industry has been the most active acquirer of Property/Casualty insurance agencies....
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THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...
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ALL-RISK DO YOU TAKE RISKS WITH YOUR BUSINESS? Dear (Customer Name): Most business owners have to take a few small risks if they're going to be successful. However, if you don't have All-Risk ins...
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DATABASE MANAGEMENT: WORKING WITH CONTACT INFORMATION by Steve Anderson These two tools can help keep your database up to date. CAPTURE CONTACT INFORMATION Although the Inte...
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IMPLEMENT THE RIGHT PROCEDURES TO RAISE REVENUE by Grace Bauer Is your agency using step-by-step procedures to train its employees? Has it reviewed its procedures to make sure they save tim...