A “How To” book for managers in the life insurance industry which includes specific information on sales agency building This book will try to communicate many of the day-in and day-out philosophies and procedures that work for me. Many of these thoughts have been “borrowed” during the more than 30 years I have been a life insurance field person. The ideas implemented in my current agency reflect much trial and error, as well as my own strengths, weaknesses, dreams and aspirations.
I share these thoughts, convinced that there is no one “right way.” I am also convinced that much of what we do is transferable and might be helpful to anyone in field management and in home office marketing departments as well as to the agents, without whom synergism and the agency system become meaningless.
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