One great book on managing a life insurance agency is
Building the Master Agency: The System is the Solution by Jack Kinder, Garry Kinder, and Val Ivanov (2002). In talking about communication, they provide a list dealing with the "Might of Little Things." Consistency with little things in the area of communication can have a major impact.
Some of the items they list include:
- Pay attention to detail
- Be available
- Be an idea person
- Instill "advisor" mentality
- Make meetings mean money--inform, instruct, and inspire
- Expect the believe in self-development and personal growth
- Encourage appropriate family involvement
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