Not All Referrals Are Good for Business
Wendy Keneipp
2014-06-30
We regularly hear from insurance agencies that they "work mostly on referral," which ...
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How Much Are Your Non-Selling Salespeople Hurting You?
Kevin Trokey
2014-06-16
I had the opportunity recently to visit with a handful of agency owners from around the ...
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How to Fill Your Prospect Pipeline with Client Referrals
Q4intelligence
2014-06-16
Are you filling your pipeline with the right kinds of referrals? Or just any referrals ...
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Effective Leadership Comes From Different Seats on the Bus
Kevin Trokey
2014-06-09
It is true that leadership does not have to be a formal title or position and that the ...
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Finding the Courage to Succeed
Kevin Trokey
2014-06-02
At our recent networking conference for our member agencies, my opening presentation was ...
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Shifting Buyer Expectations Are Changing Agency Marketing and Selling
Wendy Keneipp
2014-05-26
Insurance agencies and brokerages have traditionally thought of marketing as purely used ...
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Are You Delivering A Complete Sales Message?
Kevin Trokey
2014-05-19
If you want the right clients to buy from you, you have to give them a reason why. I am a ...
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The Death of Traditional Selling and How Brokers Are Accepting It
Wendy Keneipp
2014-05-12
In talking with agencies and brokerages about the integral role marketing now plays in ...
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Work with Determination Because Others Need You To
Kevin Trokey
2014-05-05
I recently ran in a half-marathon as a fundraiser for Camp Barnabas*, a summer camp for ...
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How to Connect with Clients in More Meaningful Ways
Q4intelligence
2014-05-04
Are you selling clients what they WANT to buy or what they HAVE to buy? The difference is ...
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