Books Coverage Series
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Growth and Performance Standards (GPS) 2006-2007 Edition Compare your agency to other agencies of a similar size and region, with respect to income and expense averages, productivity measures, and balance sheet ratios. Discover how the best performing agencies are doing, and gauge the results of agencies in different sized metro areas. Use the companion CD to compare your numbers, compute variances, and improve results. |
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CSR Profile: An In-Depth Look at Customer Service Professionals Use the results of a nationwide survey to compare your compensation, servicing volume, and responsibilities. Read about qualifications, experience, skills, and knowledge for both commercial and personal lines CSRs . Chart a future course with checklists, job descriptions, and career paths. Includes bonus CD. |
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Street Smart Selling: Beliefs, Strategies, and Management Ideas of Successful Insurance Professionals Improve sales with advanced topics. Establish beliefs to know that you are the product and be known for the problems you solve. Use marketing strategies to position yourself as an insurance expert and define the rules of engagement. Apply management ideals to evaluate sales training and improve your sales culture. |
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Decoding Executive Liability Insurance Gain a valuable understanding of the exposures and coverages to properly insure your clients, reduce E&O exposures, and gauge market updates. Learn to use risk management techniques and implement the coverage checklist. |
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The Paperless Agency: Transformation through Innovation Learn how to use front-end scanning to manage information and move towards a paperless office environment. Discover the benefits for your agency and apply the recommended best practices. Use the detailed project management steps and learn from survey results to maximize operational innovation. |
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New & Improved ! The Insurance Essentials Handbook (Includes 2007 ISO Changes) Learn basic P&C insurance terms, concepts, coverages, and exclusions. Explore homeowners, commercial general liability, and workers compensation issues. Abundant practical examples help explain these fundamentals for inexperienced insurance professionals. (Not available in DE, MD, or PA) |
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Zoom In On Sales: Target Marketing, Prospecting, and Sales Centers Improve your target marketing and prospecting results. Organize your marketing and sales activities by operating a sales center. Agency survey results and resources on a CD -- sample letters, telemarketing scripts, activity tracking forms, and sample job descriptions -- make this a practical guide. |
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Maximizing Agency Value II: A Guide for Buying, Selling, and Perpetuating Insurance Agencies Investigate key issues and decisions. Employ sample letters, checklists, and detailed agreements (including the new Asset Purchase Agreement) to guide you through buying or selling an agency. Apply clear, step-by-step procedures to analyze your own and other agencies with a view toward maximizing current value and future worth. |
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Risk Management Essentials Learn the basic risk management principles, terms and concepts for the verious risk management activities: identification, analysis, control, finance, and administration. Focus on the key areas of financial statements, loss data, claims management, information technology, and enterprise risk management. Included is a CD study guide with questions and answers for each chapter. |
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Managing Human Resources in an Insurance Agency Protect your agency from HR problems without spending a lot of time and/or money. Improve your systems and procedures with regard to hiring and firing, employment law, job descriptions, an employee manual, and a procedures manual. Tailor the forms and agreements with the bonus CD. |
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Understanding the Wholesale Insurance Market As a retail agency, develop ongoing effective relationships with wholesale agencies. If you are a wholesaler, improve your procedures and upgrade your opportunities with retail agencies. Both readers receive additional advice about the selection and authority of each of these agency types. |
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Producer Profile: Compensation, Production, and Responsibilities Compare survey results on annual compensation, commission rates, benefits, and equity to attract and retain top producers. Examine annual sales production, growth rates, and new business focus. Use checklists, data tables, and job descriptions for both commercial and personal lines producers |
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Agency Fee-Based Selling: How to Provide Insurance and Risk Management Services Learn from the interview stories how agencies are providing services to increase revenues and attract new accounts. Use the suggestions from the expert panel to see how surveyed agencies are probiding services on fee basis. Discorver what services are being provided, how to price and market these services, and the specific state regulations applicable to fee-based services. |
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Life & Benefits Essentials Learn the basic insurance terms and concepts for life insurance, health insurance, and employee benefits. Focus on the key aspects of term and permanent life insurance, major medical health insurance, annuities, retirement planning, long term care, and Medicare program. CD study guide is included. |
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Agency Disaster Planning: Get Your Agency Ready! Read the interview stories from 15 agencies that experienced disasters. Use tips and suggestions from the expert panel and see how surveyed agencies are planning for disasters. Develop a new disaster plan or improve an existing one with the checklists, forms, worksheets, and CD. |
