NO EXCEPTIONS by Grace Bauer 'Harm me once, shame on you. Harm me twice, shame on me.' In other words, we should learn from our mistakes. Better still, learn before you ever make...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

Hello (PROSPECT NAME), this is (PRODUCER NAME) from the (ABC AGENCY). Do you have a moment?

OFFER TO REVIEW PRESENT INSURANCE Dear (Customer Name): It took a lot of hard work to buy your home. If you're like the average American in pursuit of a dream home, you spent evenings and weekends ...

OFFICE BUILDINGS - ADEQUATE INSURANCE PROTECTION Dear (Customer Name): WHAT WOULD THE WORLD LOOK LIKE WITHOUT OFFICE BUILDINGS? You'd have to return to the years before the Industrial Re...

O'NEAL, DELHOMME, TOMS, AND DELAHOUSSAYE A GOOD FIT ! by Mike Manes This is the second in a series of articles by Mike Manes on managing organizations and leading people. The fir...

ONE-MINUTE WEB ADVICE by Jack Fries Your Web site is the first thing that many people will ever discover about your business. In this document, Jack Fries tells you how to make ...

ON-THE-JOB TRAINING by Monica Woldring Without proper training, the first few days at a new job can be daunting. For employers, every day that a new-hire isnt performing their ...

OSHA HANDBOOK FOR SMALL BUSINESSES (PART 1) SAFETY MANAGEMENT SERIES U.S. Department of Labor Occupational Safety and Health Administration OSHA 2209 1992 (Revised) ABOUT THI...

OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...