Eventually, almost every employer after employer needs to deal hiring low wage earners who are seldom motivated toward high performance.

Procrastination is the greatest labor-saving device ever invented. Agency owners look at various changes they can make in their agency and say, 'This is a great idea and I’ll implement it as soon as I can get around to it.' In this document, Jack Fries suggests that you eliminate the talk and resolve to take action in the New Year — and watch your profits grow.

Call it branding. Call it marketing. Call it whatever you want. But it has the singular objective of motivating the right customer to want to do business with a particular company or to buy a particular product or service. In this document, John Graham lays to rest some common misconceptions on the role of marketing.

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.

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 ...

OFFERING RISK MANAGEMENT SERVICES TO CLIENTS Two successful agents focus on the benefits of providing risk management. Bob Schmitt FIMS, Inc. Rockford, IL The current bus...

OFFLINE PROMOTIONAL METHODS by Patricia Berry Are you wasting valuable marketing efforts? Patricia Berry talks about how to get the most from your promotional efforts, both online ...

ORGANIZING TO SUPPORT THE SALES EFFORT by Carol Hammes At some point, it becomes essential to step back from the situation and evaluate whether the organizational structure and job descr...

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...

OUT OF THIS WORLD: TAKING ADVANTAGE OF NEW TECHNOLOGY (PART II) by Steve Anderson This article (second in a two-part series by Steve Anderson)provides guidelines on maki...