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In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?
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ARE YOU A GOOD BOSS? by Maribeth Kusmeski Are you a good boss? Really? I know when I ask myself that question, I come to the conclusion that I could be better. So what makes a good...
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AGENCY FINANCIAL PLANNING: TODAY AND TOMORROW by Carol Hammes There can be little doubt that changes are in the wind in the Commercial Property/Casualty marketplace. Some industry observers have...
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DEFEATING CUSTOMER LOYALTY by Jack Burke Its not the big things that will cost you customers. Quite frequently, its the small things that drive people into the arms of you...
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AGENCY COMPENSATION: FINDING ALTERNATIVES by Carol Hammes Some independent agents, depending on the part of the country they're in and the type of risks they write, are beginning t...
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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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THE VALUE OF MAKING MISTAKES by Chris Burand In the December 24, 2001 Fortune magazine, Michael Schrage ...
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FULL CIRCLE MARKETING by Mike Manes Your agencys marketing program should answer four key questions. Life is a Circle Marketing is about Life! At a...
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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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SET MARKETING EXPECTATIONS by Al Diamond Agents who use a professional marketing method are easily recognizable theyre the most active and successful marketers. Al ...