AN ATTENTION-GETTER PAVING THE WAY COVERAGE: Total Service PROSPECTS: Prospective Clients COMMENTS: An Attention-Getter Paving the Way for Future Follow-Up. Dear (Customer Name), 3 THINGS...

APPROACHING FRIENDS FOR REFERRALS: I by Bill Cates How do you approach friends, and others, about the work you do to get referrals? One of the challenges is that they haven...

It takes more than a job title and a loud voice to get an agency team to function properly. This applies to owners, managers, and supervisors alike, says Jack Fries.

ARE YOU A PRODUCER OR A CSR? by Grace Bauer There are plenty of producers out there who are really CSRs. Are you one of ...

ARE YOU WILTING YET? by Grace Bauer If you're feeling yourself wilt on the job and think that you might be f...

AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...

How could this sentence have gotten anyone into trouble? 'We are delighted you'll be joining our team. We are confident this will be the beginning of a long and profitable relationship.'