SPENDING ON TOMORROW HITS TODAY'S BOTTOM LINE by Diane Herbert and Pamela Millard The term, 'revenue per employee' is a widely accepted measure of an agency's performance. It's calcula...

STOP TRYING TO AVOID OBJECTIONS! by Bill Cates Whether youre asking for referrals, calling to set an appointment, or asking a prospect to become a client and you seem to get a r...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 1 by Bruce Shaffer Do you find it hard to use the telephone to help build your business? A lot of people do. This two-part series...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...

If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!

TELEPHONE TECHNIQUES by Mary Beth Bolen A business telephone is like a window: The telephone allows a person to 'see' into your company without ever walking through its doors. Moreover, you ha...

TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...

TEN TIPS THAT FIRE UP LEADS Networking is fundamental to lead generation, but many prospects do not know how to network properly. Ten networking tips, offered by Bob Burg, president...

THE 10 BIGGEST MISTAKES IN HIRING by Don Phin Employee turnover, wrongful hiring, sexual harassment, violence in the workplace, employee theft ... the list goes on. A lot can go wron...