Insurance Journal's Academy of Insurance

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Sales Training / Management

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5 Keys to Extreme Personal Productivity

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Let's face it: Your productivity is under constant attack. 

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Underwriters are People Too!

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Agents need underwriters and underwriters need agents in order to write business, or more business, and generate revenue.  

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Why Should I Hire You as My Insurance Agent?

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The most significant competition for an insurance agent is not another insurance agent, but the "status quo."

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Finding Your Prospect's Pain.... When there doesn't seem to be any

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As insurance consultants, it is our job to uncover our prospect's pain in a way that gets the prospect to self-realize it, rather than just telling them what it is.

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Three Best Closing Techniques

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“No” isn’t the worst thing you can hear from a prospect.  Do you know what is?  “Maybe”. 

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Certificate of Insurance: You Can't Always Get What You Want

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All too often, certificate holders ask for information on the certificate of insurance that agents simply cannot provide.

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How Big Data Is Changing Workers' Compensation

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Insurance agents are increasingly confused and frustrated by the pricing they are seeing on their workers’ compensation new business quotes and renewals. 

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Building Your Personal Brand

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Organizations aren’t the only ones that benefit from clearly defined, well-articulated brands anymore. 

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It's Not Enough to Just Check the Digital Box

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As agency management standards have evolved over the years, so, too, have the rules changed for customer-facing digital tools.

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