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DO YOU PULL TEETH OR PREVENT CAVITIES? by Chris Burand In this document, Chris Burand tells a modern-day fable that offers a valuable lesson from the world of dentistry. What can you po...
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HERE'S HOW TO REACH THOSE HARD-TO-GET REFERRALS by Bill Cates Here's a little strategy that you're going to love, because it's so easy to use and so effective. I got this from ...
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Although the reasons to plan are as endless as the individual needs of each agency, there are a number of common factors. Jack Fries reviews the importance of planning to your agency's success.
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Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.
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THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...
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THE BALANCE SHEET DOES MATTER! by Chris Burand Chris Burand explains why a balance sheet definitely matters in an agency sale. The degree to which it matters depends on the quality of t...
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MANAGEMENT INFORMATION SYSTEMS by E. Al Diamond How do you know if your agency is doing well? Some agents subscribe to the 'checkbook philosophy.' Their answer is, 'If I can pay a...
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TRADE SECRETS: WHAT ARE THEY AND HOW DO YOU PROTECT THEM? by Thomas M. Braniff, JD, and Roy L. Phillips Its important to identify what can be considered a trade secret...
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AGENCY VALUATION: HAVE THE FUNDAMENTALS CHANGED? by Bill Schoeffler Which comes first, the chicken or the egg? Theres a general perception that agency value has been increasi...
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AVOID THE SIX ONLINE MARKETING MISTAKES MADE BY MOST AGENTS by Jack Fries These common errors can cripple your online marketing program. According to leading Internet consultant, Ross Jard...