https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/1039/The-Bottom-Line-On-Agency-Value/
... fees for changes to an employee benefit program, one-time purchases of major office equipment, or producer commissions paid for non-recurring Life income. TRACKING DOWN EXPENSES Because adjusting for unnecessary and non-recurring expense items benefits owners when valuing an agency, keeping track of these items is critical. Some expenses, such as country club dues and season tickets, are easy to track and quantify. Other expenses, such as flying first class or staying in luxury hotels, will be more difficult to quantify. Other expense items that you should track include dues, subscriptions, charitable contributions, professional fees, and outside services. These items often contain one-time business expenses. Another major area of adjustment is owner compensation. It's important to have a schedule of owners' income that delineates between production compensation, management compensation, and ... the client, conduct coverage reviews, or identify cross-selling opportunities. With this approach, the client will perceive the entire agency team as servicing the account, rather than one producer, and the agency has a better chance of keeping the account should the producer depart. We define recurring expenses as expenses necessary to support the generation and retention of insurance related income. We excluded such unnecessary expenses as country club dues, automobile leases for non-employee family members, and season tickets to sporting events. We also exclude non-recurring expenses. These might include professional fees for changes to an employee benefit program, one-time purchases of major office equipment, or producer commissions paid for non-recurring Life income. TRACKING DOWN EXPENSES Because adjusting for unnecessary and non-recurring expense items benefits owners when valuing an agency, keeping track of these items ...
https://completemarkets.com/Article/article-post/39/Customer-Service-Whom-Should-You-%E2%80%98Wow%E2%80%99/
... received a lot of "heat" lately due to increased fees, delays, and the hassle of traveling. Because I travel quite a bit, I follow what's happening in this industry. I've noticed that many people are complaining because they've had difficult experiences with one airline or another. By contrast, when I started thinking about my travel experiences, I realized that they're generally excellent. I normally fly American Airlines or Southwest out of Nashville. Both these airlines treat me differently than they treat the occasional traveler. Let me give you an example. Last December, my family and I went to Costa Rica for a vacation. We flew on American Airlines. The afternoon before our departure, I received a call from Carol at the Admirals Club in Nashville. She informed me that our morning ... to Dallas had been cancelled. Taking a later flight would cause us to miss our connection to Costa Rica. She told me that she had already rebooked the entire family on a flight connecting through Miami in first class (our original class of service) . We ended up arriving in Costa Rica an hour earlier than originally scheduled. Carol monitored the situation and was proactive in helping a good customer (me) reach my destination with the least amount of travel interruption. I could provide you with several other examples of times American Airlines personnel went out of their way to help me in difficult situations. Does American treat all customers this way? No, and they can't. American (and Southwest) has learned that they should focus additional attention on their very best customers. Agents need to ...
https://completemarkets.com/Article/article-post/1039/The-Bottom-Line-On-Agency-Value/
...quantify. Other expenses, such as flying first class or staying in luxury hote...
https://completemarkets.com/Article/article-post/1867/100-EASY-WAYS-TO-BEGIN-A-SALES-LETTER-PART-TWO/
... the right management decisions about your company's travel practices? Are you sure? Now you can have an inside look at what 1300 other top travel executives are doing.. Sermons do work when the sermonizer and the sermonizee are in sync. For mailings, I suggest saving this approach for continuation or resuscitation of an existing relationship. Example: Trouble. It's just around the corner. Trouble comes from having to fly by the seat of your pants' in a tough, competitive business climate. That's what faces you, unless.. I'm gratified by the comment that seems to be the single common denominator in reactions to this series of articles: Looking through the menu' of choices forces our writers to match the message not just to the recipient, but also to the offer. That pretty much eliminates boiler-plate ... a business-to-business or executive level, don't you dare let the look of a mass mailing peek through. To these targets, We've missed you' has to be one-on-one, with a hand-finished look. If you can't do this, don't waste the postage. Oh, a second qualifier: If you can't tie We've missed you' to a special resuscitation offer, don't waste the postage. A Video Club uses--quite properly--the mass' approach, complete with Johnson Box. (I've come to regard Johnson Boxes as de-personalizers.) A truly personal We've missed you' to somebody who dropped a negative option video deal would seem gushy and phony. Under the Johnson Box is another bulk' line, printed in Goudy hand-tooled: Take Any 6 Movies FOR 39c EACH. Okay, we now know this isn't ...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/1867/100-EASY-WAYS-TO-BEGIN-A-SALES-LETTER-PART-TWO/
... the right management decisions about your company's travel practices? Are you sure? Now you can have an inside look at what 1300 other top travel executives are doing.. Sermons do work when the sermonizer and the sermonizee are in sync. For mailings, I suggest saving this approach for continuation or resuscitation of an existing relationship. Example: Trouble. It's just around the corner. Trouble comes from having to fly by the seat of your pants' in a tough, competitive business climate. That's what faces you, unless.. I'm gratified by the comment that seems to be the single common denominator in reactions to this series of articles: Looking through the menu' of choices forces our writers to match the message not just to the recipient, but also to the offer. That pretty much eliminates boiler-plate ... a business-to-business or executive level, don't you dare let the look of a mass mailing peek through. To these targets, We've missed you' has to be one-on-one, with a hand-finished look. If you can't do this, don't waste the postage. Oh, a second qualifier: If you can't tie We've missed you' to a special resuscitation offer, don't waste the postage. A Video Club uses--quite properly--the mass' approach, complete with Johnson Box. (I've come to regard Johnson Boxes as de-personalizers.) A truly personal We've missed you' to somebody who dropped a negative option video deal would seem gushy and phony. Under the Johnson Box is another bulk' line, printed in Goudy hand-tooled: Take Any 6 Movies FOR 39c EACH. Okay, we now know this isn't ...