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FIVE KEYS TO DYNAMIC SALES MEETINGS by Randy Schwantz It's Thursday afternoon and you're already thinking about Monday morning's sales meeting. You say to yourself, 'What a drain! Thi...
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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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Motivational speakers love to put the word “secret” in the title of their presentations. I’ve sat through many sessions, and I’ve always wondered what kind of “secret” you can tell on the stage of a packed auditorium?
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THE FUTURE OF COMMERCIAL LINES FOR THE INDEPENDENT AGENCY by Brian Burke If two issues of Burke Ink in the last two years can be devoted to the future of Personal Lines, then we ow...
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HAPPY EMPLOYEES INCREASE EFFICIENCY by Grace Bauer Some employees are actually happy in their jobs these days, and for good reason. The wave is starting to swell as more and m...
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DON'T LOSE YOUR WAY WHEN NAVIGATING CUSTOMER CURRENTS by Al Diamond Recently, the people at Motorola, the electronics giant, announced that they had 'lost their way.' This innovative c...
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LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...
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THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...
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DON'T LET AN E&O DEDUCTIBLE HURT YOUR AGENCY by Ronald Anderson Insurance agency managers may believe that employees who are key to causing an Errors & Omissions (E&O) claim should reimburse t...
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INCENTIVE COMPENSATION FOR NON-PRODUCERS by Al Diamond During the soft market, while most agents granted salary increases and let their profits and personal incomes erode, prudent ag...