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...essional insurance, financial, and real estate services to the Greater Saginaw...ializing in the sale of insurance and real estate with a common goal of profitabilit...

...bjectives for each Strategy. Use a reality-based approach that defines what’s ...th the staffers at each dealership or real estate office as you re-fill both section...

... , think about this: Do you know exactly where the bull's eye is in your market? For example, is it with people who own homes valued at 150% greater than the median? Is it the Commercial Producer or the Most Valuable Producer? Don't forget real estate agents, financial planners, the affluent, and corporate executives. Have you thought about the makeup of your chosen market and what these people want and need? Or are you like a blindfolded archer, shooting arrows in all directions or perhaps even not shooting ... all. You see, the best archer in the world can't hit a target they can't see. THE RIGHT ATTITUDE When you know what your target is, you have to approach it with the right attitude. This attitude has two aspects. I deserve it. Of course you deserve it. Think about all of your training and experience, and your hard work to become competent in this business. Ask yourself, If not me, who? ' Is someone else better suited to handle this business? If there is, find ... of your comfort zone to pursue more business? That's what it's going to take. POSITIONING A very successful businessperson with whom we work says, It's not who you know, it's who knows you. Your ideal target market needs to know you. You gain recognition by developing centers of influence and by becoming a source of expert information. Ask yourself: What have I done to promote myself? Who knows me? How did they learn about me? What reputation am I creating? How can I, with my circumstances and abilities ...

...While location is the watchword in real estate, separating yourself from the c... technology is two-fold: operating in real time and maximizing efficiency. Cus...

... effect of the Internet. Do people really shop for price when they're surfing?...aces?), high-valued and underutilized real estate, and salespeople who are distruste...

...s it represents. There are no real hidden secrets to good training. It is...akes in your career and it would be unrealistic to suppose that your children ...

...people in other industries such as real estate or banking who want to enter th...m during the period of time that the estate is being settled and then to sell ...

... purchase price be determined? Options include: a negotiated price (which can be unpleasant for a widow or an estate to deal with) a multiple-of-revenues formula (an inexact way of determining value) a multiple-of-pro-forma-profits formula (a better idea, but difficult to identify the real profit number properly) a third-party appraisal (the best alternative) It's also important to recognize that the value of the organization can and frequently will vary, depending on who the buyer is. For instance, the value to a group of employees may be very ... to value the ownership stake(s ) to be transferred. Once you've identified who it is you'll be selling your ownership interest to, how will the purchase price be determined? Options include: a negotiated price (which can be unpleasant for a widow or an estate to deal with) a multiple-of-revenues formula (an inexact way of determining value) a multiple-of-pro-forma-profits formula (a better idea, but difficult to identify the real profit number properly) a third-party appraisal (the best alternative) It's also important to recognize that the value ... simply had buy-sell agreements in place. A buy-sell agreement is a legally binding agreement in which the mechanics for ownership transfer is explicitly stated. It's a must for any privately held business with more than one owner. A perpetuation plan, on the other hand, is developed as an adjunct to the buy-sell agreement, detailing the ownership transfer far beyond its mechanics. A properly prepared perpetuation plan will address the following crucial issues: The current owners' objectives. Needless to say, any perpetuation plan should be oriented to meeting the current ...

... from their local agent. Driver's license renewals are often based on birth date-could anything be more appropriate than advertising for Life, Health, and Retirement insurance? Similarly, Homeowner and Mortgage insurance advertising are ideal for enclosure with annual property tax statements. With today's turbulence in real estate, any number of value-added benefits could be used to entice replies from prospects. Companies could develop cooperative programs with participating agencies in individual states to develop and pay for such programs. Both would reap untold benefits in public relations. Depending on logistics, addressees ... be encouraged to respond directly to the local agency, as with the Montana Chevrolet Dealers. As an alternative, the company could collect the leads and direct them to the proper agency for follow-up. Either way, individual agencies, regardless of their size, can get into the act. Such a campaign is bound to generate a solid number of good, well-timed leads. Just think of all the local city, county, state, and regional governmental agencies with which you can share a mutually beneficial relationship. On the Commercial Lines ... dealers are shifting about a third of their general television advertising budget to cover this promotion. The state of Iowa recently began selling advertising space in 15 state documents, from the Department of Revenue and Finance's finance newsletters to driver's license manuals. The Iowa Department of Economic Development polled the other 49 states, and none of the 38 responding states offered any such program. (After receiving such a survey, they're probably considering it, though!) The Insurance Angle Although this news story concerns selling cars, it could open a multitude ...

...st Valuable Producer? Don’t forget real estate agents, financial planners, the... 'I’m willing to do it.' Are you really willing to do what it takes to so...