Summary |
The contents of the book includes –
I. What Is My Job as an Agency Manager?
II. What Shall I Do About Present Agents, Office and Personnel?
III. Where Will I Find and How May I Reach Prospects for Agency Contract?
IV. How Can I Determine Which Prospective Agents Shall be Offered Contracts?
V. How Can I Present the Advantages of Life Insurance as a Career to a Prospective Agent?
VI. Who is Going to Finance This Prospective Agent and How?
VII. What Preliminary Information and Instructions Shall I Give the New Agent?
VIII. When and How Shall I Get the New Agent into Production?
IX. How Can I Implement the Basic Instruction and Training Plans Which Have Been Provided to Which I Have Set Up?
X. What Continuing Instruction and Training Can I Provide?
XI. What Supervision Can I Provide for Agents?
XII. What Can I Do About Morale, Motivation and prestige Building.
XIII. How Shall I Select, Train and Supervise Executive Staff and Office Employees?
XIV. What Sales Promotion Plans Can I Employ?
XV. How Can I Maintain High Persistency of Business?
XVI. How May I Evaluate New Business?
XVII. How Can I Make My Agency Profitable to Me and to My Company?
XVIII. How Can I Organize Myself to Make a Success of My Job?
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