https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/2311/Producer-Success-Lesson-36/
... 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. A farmer invited a group of city folk to his farm for a visit, where he explained his philosophy of farming. I'm an old-fashioned kind of farmer, ' he said. I can drive a tractor, bale hay, plow the fields, shoe horses — you name it, I do it. Can you lay an egg? ' asked a guest. You don't have to lay eggs to be a great communicator. What you do have to be is very flexible. How flexible are you? Flexibility is the key to effective communication with widely varied groups of people. Think about ... . If your flexibility and behavior had unlimited ranges, couldn't you persuade and influence anyone? Probably. Our effectiveness is limited by our own flexibility. If there's a behavior you can't generate, there's a response you can't elicit. You're responsible for effective communication. You have to be able to try a wide range of behaviors until one works and you get the response you want. That's a tall order. For example, what's your range of behaviors within each of these pairs of opposites? Loud - Quiet Laugh - Cry Eloquent - Inarticulate Emotional - Stoic Happy - Sad Love - Indifference You can produce a range within each of these opposites at any instant. How wide is it? BEHAVIOR AND THE MARTIAL ARTS The Japanese self-defense system aikido teaches you to meet force with flexibility, re channeling ...
https://completemarkets.com/Article/article-post/2311/Producer-Success-Lesson-36/
... yourself with the other person’s driving force, then use it for better result... XXXXXXXXXXXXXXX Quiet
Mark your own ranges. Add any other behaviors you want ...
https://completemarkets.com/Article/article-post/2141/E-O-IN-COMMERCIAL-AUTO/
...client’s employees had poor driving records. The coverage was changed to...vers was fired and the other had his driving record cleaned up, the agent noti...
https://completemarkets.com/Article/article-post/2325/Golf-And-Sales-Learning-To-Swing/
...al: They might stretch, go to the driving range and hit several balls, and hit...nd dollars) that you’ve spent at the driving range just practicing. And not ju...
https://completemarkets.com/Article/article-post/1817/CYBERSECURITY-OPPORTUNITIES-FOR-AGENTS/
... to assist your Commercial Lines clients and prospects in this defense. Agents who learn more about CyberSecurity and establish relationships with network security firms that offer cyber-risk assessment and mitigation services will profit from additional fees and enhanced customer relationships. G. Edward Kalbaugh is a partner in Allegent Growth Strategies. Allegent is a full-service consulting firm specializing in services to the insurance industry. It is located at 100 Crossways Park Drive /, Ste. 104, Woodbury, NY 11797. The company can be reached by phone (516) 364-7034, fax (516) 364-7036, e-mail [email protected] , or visit www.allegentgsi.com . This article originally appeared in Rough Notes magazine and is reproduced by permission. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to ... CyberSecurity will receive a significant portion of these funds. G. Edward Kalbaugh discusses cyber-risk issues and what role insurance agents can play in addressing these risks. &# 160 Federal funding for CyberSecurity is important to insurance agents for a number of reasons. Before discussing these reasons, let's define CyberSecurity as any product or action that attempts to secure a wired or wireless network. These networks encompass a wide range of communication infrastructures, including wired and wireless internal office networks, external private networks, traditional public networks, the Internet, and the various networks used by local, state, and federal governments. Among the various CyberSecurity products or services, virus protection is the most familiar to computer users. But for most businesses, CyberSecurity can provide a complete spectrum of risk identification, mitigation protection, and ...
https://completemarkets.com/Article/article-post/1982/THE-FOUR-FACES-OF-PROFITABILITY-PART-I/
... expenses. It's how business owners measure success. It's the bottom line and where we want to start and end in any business. However, agency owners have different goals. Some are investing in growth — new producers or upgraded technology. Others are planning for retirement. Will they sell the business to outsiders or transfer it to the next generation? The goals of the business and the individual will drive decisions about profit: How much or how little is enough and whether to take it out or reinvest it. Some look at industry averages, or benchmarks, and say, "Well, my profit is about average, so I'm doing okay," or "Hey, I'm doing better than average." Although industry averages are useful, each agency owner must look at their own numbers ... Insurance Agents of America, Inc., and Reagan Consulting, 2001) reported average pre-tax profits for participating agents between about 10% and 18% . For the 25% most profitable agencies, the averages ran about 18% to 42%, depending on size. For agencies with the 25% highest growth rate, it ran7% to 34% . The study compares agencies within revenue categories ranging from $500,000 to more $10 million — and, interestingly, higher average profits do not correlate with revenue size. The distinction between average agencies and agencies that are either growing rapidly or focused on profit is important. If you're hiring new producers and support staff or buying books of business, it will show up on the bottom line. The Best Practices Study also reports average ...
https://completemarkets.com/Article/article-post/2570/11-Ways-the-Internet-is-Playing-Havoc-with-Every-Business/
...s so many workers. It may also be driving the desire for new ways to be wired ...
https://completemarkets.com/Article/article-post/352/Mining-The-Assets-Of-Students/
... to learn about their market niche to determine the best methods of advertising and communication. They accomplished this by surveying the student body as to what they looked for in a car, what price range they could afford, and whether they knew about the Todey dealership. Survey results were interesting. Few had heard of the dealership. All seemed to have champagne tastes and beer budgets: They preferred to drive more expensive sports models, but accepted the financial reality of a $12,000 price limit for a car. The survey also learned that the target market (the student body) represented a wide range of ethnic and cultural backgrounds-and the students told the dealership how important it was to appreciate these cultural differences. As one student put it, It is more important to be culturally sensitive to ... goals: Approaching the college students as first-time new car buyers, and Increasing the dealership's name recognition on campus. The dealership funded the effort with $2 ,500. The students felt that first they needed to learn about their market niche to determine the best methods of advertising and communication. They accomplished this by surveying the student body as to what they looked for in a car, what price range they could afford, and whether they knew about the Todey dealership. Survey results were interesting. Few had heard of the dealership. All seemed to have champagne tastes and beer budgets: They preferred to drive more expensive sports models, but accepted the financial reality of a $12,000 price limit for a car. The survey also learned that the target market (the student body) ...
https://completemarkets.com/Article/article-post/2802/Insurance-Policy-Management-System-How-AI-Enables-Personalized-Services/
...telematics devices measure actual driving patterns. Is the customer commuting ...ovement recommendations for specific driving behaviors. This creates accountab...
https://completemarkets.com/Article/article-post/1917/A-Back-Porch-Mba/
... are no trees except for those that formed the fence row. The one exception is my friend's lot. It has literally dozens of trees. The original builder had the vision to plant these trees and my friend and his spouse had the vision and discipline to maintain them when they really were out of place in the subdivision. His yard is different in a subdivision built on sameness. As you drive down this road you see houses that vary in price from $100,000 to to-$500,000. Before the addition my friend's home would probably would've been appraised in at the bottom third of those in the area. When the addition is complete, his will be the benchmark. What he bought originally was an average house with great potential (a dream) . What ... her motivators are varied. A carrot' might be as simple as a kind word or a pat on the head. Special recognition might include a dog biscuit, playing fetch (providing attention), or a bone. For great performance, Mollie Deux may get a piece of steak or have someone scratch her so that her leg twitches. The sticks' of her world are equally simple. The range includes everything from a stern NO' to a rolled- up newspaper across her butt. Management of the work of an employee's work can be framed similarly. If they are right for the job, what's their turf' — what are the roles, responsibilities, and expectations of each employee? Once these are clearly defined and the employee is trained and motivated, let them run free. ...