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Winning business requires two things: good leads and follow up. Though the principal is basic, it can be easier said than done. Many TPAs struggle with the sales process. Rich Searle, chief executive officer of Atteberry/Searle in Sacramento, increased his close rate by 25% with one simple step.READ MORE
At a recent conference, I heard TPA firm owners and managers lamenting the fact that, though they were adding plans at their normal rate, they were terminating/losing the same number or more. So, why are so many firms “stuck in the mud”?READ MORE