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Success Strategies

Wednesday, May 27, 2009

National health insurance? Watch for the Trojan Horse

In my last article, I mentioned I would be sharing ideas on account rounding and cross-selling. However, this week I’m attending...

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Tuesday, May 19, 2009

Trokey’s Take: “Do over”

By Kevin Trokey Do you remember yelling those magic words as a kid? Maybe you stumbled out of the blocks,...

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Tuesday, May 12, 2009

Closing the gap on close ratios

One of the things that always amazed me when I was a producer was that my agency did not know...

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Tuesday, May 5, 2009

Winning Strategies: Why “Johnny” can’t sell

According to Roger Sitkins, it takes a certain kind of person to be a good producer. Read on for his take on the fundamental qualities it takes to succeed.

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Thursday, April 30, 2009

Video: Ross Shafer on customer service

In this video, motivational speaker Ross Shafer speaks about what customers really want from their service representative: customer empathy.

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Monday, April 27, 2009

Eight steps to wowing prospects

Preparing for that first prospect meeting? These eight steps are designed to ensure that you achieve your primary goal—securing a second meeting.

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Monday, April 20, 2009

Winning Strategies: It’s tough decision time—Are you prepared?

In this comprehensive article, Roger Sitkins, CEO of Sitkins International, discusses what difficult changes successful agencies need to make to excel in today's market.

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Friday, April 10, 2009

Wow, this economy rocks!

No, I’m not brain dead, but after spending a few weeks talking to brokers, I feel I need to speak...

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Monday, April 6, 2009

Video: How important is being friendly?

Jeffrey Gitomer explains why being friendly is one of the top three qualities to have in sales. And find out about the real relationship between friendly staff and loyal customers.

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Sunday, March 1, 2009

Success story: Small agency garners big rewards with Zywave

Darryl Fawcett, CLU, ChFC, President of The Fawcett Group, has always had unwavering faith in his Houston, Texas-based employee benefits firm, but was resigned to believing that his small agency lacked the manpower and resources to compete with the bigger firms.

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