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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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O'NEAL, DELHOMME, TOMS, AND DELAHOUSSAYE A GOOD FIT ! by Mike Manes This is the second in a series of articles by Mike Manes on managing organizations and leading people. The fir...
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CONSULTANTS: ARE THEY USEFUL? by Chris Burand Consultants, when properly used, can be a great benefit to your agency. As a resource with varied agency experiences, as ...
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BUSINESS PERSONAL PROPERTY COULD YOU DO BUSINESS WITH JUST FOUR WALLS? Dear (Customer Name): Of course you couldn't. In order to do business you need equipment, furniture, fixtures, supplies - the...
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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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ELIMINATE CUSTOMER SERVICE NIGHTMARES WITH 'CARRE' by Jack Fries Wouldnt it great if you could get all of your customers to come back every year? For starters, you should put '...
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AGENCY VALUATION: WHAT YOU NEED TO KNOW by Larry Morrison Before putting a value on your agency, read this article. INTRODUCTION Every agency owner must learn certain basics abou...
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SPEED: A NEW ENTITLEMENT by Jack Burke A benefit or a gift can quickly become something the receiver expects to get. Customer satisfaction, for instance, was originally a goal for businesse...
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SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...
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THE ART OF DISCLOSURE by Jack Burke Disclosure in the insurance industry is a reality. Everybodys going to have to do it. Jack Burke recommends that you take a deep breath and start di...