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GEORGE, THE ETERNAL OPTIMIST by Chris Burand This object lesson shows how NOT to grow your agency. A few years ago, an agency principal let...
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SMALL DEPOSITS by Steve Anderson Connecting with people is simple, but not easy. However, connection is a necessary ingredient in both business and personal relationships. The simp...
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DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...
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As an independent agent, you enjoy a unique potential to cross-sell financial services to your clients. Here’s how to take advantage of this opportunity.
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NO EXCEPTIONS by Grace Bauer 'Harm me once, shame on you. Harm me twice, shame on me.' In other words, we should learn from our mistakes. Better still, learn before you ever make...
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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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Today, an insurance professional must be an information specialist. Access to information can be vital in all specialized areas of insurance. Every agency has numerous books, both those published professionally and those published as company manuals and promotional materials, which are reference tools enabling more effective decisions. But where are the materials when you need them? Ideally, in a library using a database program and an efficient cataloging system.
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THE CREATIVITY FACTOR by Jack Burke Every so often, theres a breath of fresh air in a marketing or customer service technique. Every so often, someone somewhere does somethi...
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USING OPERATING RATIOS AS A MANAGEMENT TOOL TO INCREASE AGENCY VALUE by Robert Westin The days of determining value solely by applying an assumed multiple to gross commissi...
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HIPAA AND GROUP HEALTH BENEFIT PLANS by Judi Newman Beginning April 14, 2003, the Health Insurance Portability & Accountability Act (HIPAA) will require many employers, most health ...