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DONT GET BURNED WHEN CLIENTS REDUCE LIMITS by Chris Burand Improve your odds of winning an E&O lawsuit by following these preventative measures. A report issued in ...
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E-MAIL NEWSLETTERS by Patricia Czech How to get the most out of this high-tech customer communications tool. Yes, you can send out an e-mail advertisement, but why do so when...
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SERVICE SELLS! by Pegi Flahault Selling is as much about the approach as anything else including your approach to your employees. This document by Pegi Flahault can help you increase...
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WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...
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IS THIS WHAT YOU CALL SERVICE? by Pegi Flahault Insurance agents are always talking about service. Service to the customer-what does that mean? There's a huge gap between available technology...
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SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...
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PRODUCER SUCCESS LESSON 26:
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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IF YOU WANT THE SWEETEST MUSIC, YOU NEED TO PAY THE PIPER by Al Diamond 'You get what you pay for.' Can we assume that this is always the case? Al Diamond looks into whether compensati...
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MANAGING SMALL COMMERCIAL ACCOUNTS by Cindy Brady, CIC In many agencies, 'small' Commercial accounts get over-serviced while larger accounts are under-serviced because both are treated the same. S...
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TELEMARKETING: ONE STEP TOWARD SALES EFFICIENCY by Phil Zinkewicz As the agency system strides to be competitive, some agencies find telemarketing pays off. The efficiency of the...