https://completemarkets.com/Article/article-post/662/Consultative-Brokerage-A-Thinking-Player%E2%80%99s-Game/
...professional golfer swinging their clubs while waiting for the group in front ...
https://completemarkets.com/Article/article-post/2308/Producer-Success-Lesson-33/
...es, then tells you both to start shooting. Guaranteed: Your shooting will be better.
If that sounds silly... are you like a blindfolded archer, shooting arrows in all directions or perhaps even not shooting at all. You see, the best archer ...
https://completemarkets.com/Article/article-post/1867/100-EASY-WAYS-TO-BEGIN-A-SALES-LETTER-PART-TWO/
... and that outfit for that circumstance . . . and your attire always matches where you are, who you're supposed to be and what your hosts are wearing. Let's add five more rhetorical garments to our word' robe. 26. Have you ever wished.. This is a lyrical opening which can penetrate defenses which leap into position against more hard-boiled attacks. In use, too often even the most professional practitioners shoot a coat of dulling spray over Have you ever wished . .. by having an introduction so long, tedious, or dynamic the opening itself becomes ancillary instead of primary-a harsh switching of gears. Don't do that. Harshness destroys wistfulness. I'm looking at a letter selling computer software. The actual letter begins: Dear Friend. Have you ever wished that you could produce incredible-looking documents, construct ... 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/Article/article-post/2373/Pay-For-Production-How-To-Calculate-What-Your-Agency-Can-Afford/
... managing the agency, including the production staff. A sales manager or producer needs to be compensated because time allocated to management is time taken away from production for manager and agency. This typically costs 5% to 7% of an agency's total income. Profit The last piece in this puzzle is return for ownership. The target amount is highly individual and varies from agency to agency. Agencies often shoot for 10% profit, although many others are looking for 15% or even 20% . Production To get an idea how much your agency can afford to pay for production, add together your administrative expenses, management fee, and profit. Then subtract it from 100%- or $1 of income. An agency using 60% of every income dollar for administrative expenses, 5% ... figure out how much to pay your producers by asking, What's the agency down the street paying? ' Beware! Pegging compensation to what the competition is doing can be a costly mistake. Your competitors may be paying too much and headed for bankruptcy-or paying too little and riding a merry-go-round in turnover. Every agency is different. Some provide their producers with leads, expense accounts, auto allowances, club memberships, sales management, and other costly direct-sales support. Others don't. Most agencies provide service support and invest in other retention-building tools. Some agencies are highly efficient and have low operating expenses. Others have very high overhead. Most are somewhere in between. A few agencies make the fatal mistake of thinking they have $1 of commission to split with producers. They don't. They have ...
https://completemarkets.com/Article/article-post/793/Understanding-And-Using-The-Services-Of-Program-Administrators/
...uest activities: equine, marine, shooting sports, and so on. This is provided ...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/793/Understanding-And-Using-The-Services-Of-Program-Administrators/
... of the program. We appoint agents based on their reputation within the insurance community and their proximity to the type of business being produced. Since many specialty programs have a limited prospect base, it's important that appointed agents be spread out geographically so that they aren't competing with each other for the same program. Loss-control and safety manuals address certain aspects of the insured's guest activities: equine, marine, shooting sports, and so on. This is provided by a team of seven loss-control specialists, all retired USMC officers. More insurance companies are turning to PAs to underwrite and market their specialty programs. Insurance companies are focusing on specialty classes of business that they believe will give them an adequate underwriting return, since they can better control their expenses and apply actuary data (premiums, losses, expenses ... offers multiple-line coverages to their prospective clients. Exceptions include Professional Liability, Pollution Liability, Errors & Omissions, Directors & Officers, and Products Liability policies. PAs have even progressed to the point of employing loss-control representatives who have the expertise to specialize in the underwritten class. My firm underwrites the outdoor recreation industry, including such business as resorts, dude ranches, outfitters and guides, trap and skeet clubs, hunting and fishing lodges, hunting leases, snowmobile tours, RV parks, and campgrounds. The program offers a full compliment of package policy forms: Auto, Workers Compensation, Marine, and Umbrella Liability. The program is admitted in the United States; we have a separate division that underwrites Canada. Our insurer is Gulf Insurance Group, an A + 9 rated company and part of ...
https://completemarkets.com/Article/article-post/2067/ASSESSING-YOUR-FIRMS-RESOURCES/
...f Influence Which organizations, clubs or community events should your prod...