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MARKETING: OPENING NEW TERRITORIES by Al Diamond Al Diamond focuses on planning methods that will help you move your business forward. Agents who havent yet formalized their p...
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HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...
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ARE YOUR CLIENTS' HOME-BASED BUSINESSES COVERED? by James Cuprisin Many people are now running businesses out of their homes. With the advancements in computers and telecommuting technology, ...
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DEVELOP JOB PERFORMANCE STANDARDS by Troy Campbell Successful companies have documented expectations of their associates' performance. They also have staff members who continually strive to do thei...
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FRAUDBUSTERS: AUTO ARSON FRAUD INDICATORS AND INVESTIGATIVE HINTS When a claim report for an automobile fire is made, it's important to treat the claim as legitimate to avoid offending good cu...
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MAKING CUSTOMER SURVEYS WORK by Al Diamond Customer Satisfaction Surveys have not yet become popular in the insurance agency business. Too many agency owners fear, rather than look forward to, ...
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IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...
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Selling today is filled with contradictions. E-mail enhances our connectivity, but the number of E-mail messages is often so overwhelming that they go unanswered. Voice mail brings us together, but voice mailboxes are often clogged.
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STEP-BY-STEP PROCEDURES MANUALS INCREASE REVENUE by Grace Bauer Does your agency follow specific steps for training employees to execute its procedures? Has your agency reviewed its procedur...
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VOODOO VALUATIONS by Chris Burand People pay dearly for simple answers. And many insurance agencies pay dearly for 'voodoo valuations' because they offer a quick and inexpensive way t...