One Bad Apple
Jack Burke, Sound Marketing
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What does it take to have a healthy agency? Jack's answer may surprise you as he takes a very personal, and insightful look at the effect each member of your staff has on everyone they work with.
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Policy Issues:
Put Your Advice, Not Your Clients, Through The Wringer
Chris Amrhein |
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Have you ever put your customers under the microscope to try and determine why they respond as they do? Maybe its time your agency had a "Solutions Test Manager" instead?
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Top Personality
Characteristics of Top Performers
Pre-Qualifying Your Next Top Producer
Tom Baker, Senior Editor of The Source |
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The only thing more challenging than finding good staff is living with our decisions after we hire them.
If you plan to hire a Producer this year, this article could mean the difference in a "costly" decision and a "profitable" one.
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Recording Lost Business
Why Did You Lose That Customer?
Cal Yngve |
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Retention is a constant challenge for most agencies. In many instances, even profitable agencies lose 5% to 15% of the customers each year. Unfortunately, most agents have no way of knowing, or tracking,why customers leave.
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Exit Interviews
How You End The Employment Relationship Is As Important As How It Begins
Tom Baker, Senior Editor of The Source |
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Even though an employment relationship may end, the experience can leave behind positive benefits. Here is excellent information, plus a sample Exit Interview you can use to make the most of staff changes.
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For The Manager:
Getting P&C and Benefits Producers To Exchange Leads
Chris Burand |
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How often does a P&C agency and a benefits agency—or even two such divisions of the same agency—think about exchanging referrals? Chris takes a look at eight factors that can increase productivity and profits.
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