PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...

PROJECT-DRIVEN BENCHMARKING by Al Diamond Objectives define the annual goals of a company, but over the course of a year the process can become routine and t...

On my desk is a calendar from a wire service that distributes press releases and articles to media outlets...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

QUICK RENEWAL CHECKLIST The FAX Of Life According To Your Insurance Agent To: From: Date: 'I'm Mad As Hell And I'm Not Gonna Take It Anymore!' That line from the popular mov...

REACHING OUT TO SELL SOMEONE by Monica Langley If you think telemarketing is only a bunch of people yakking on the telephone, think again. It lets agents prospect for business from Rapid Ci...

RECORD-KEEPING REQUIREMENTS by Bill Grieb The Occupational Safety and Health (OSH) Act of 1970 requires specified employers to prepare and maintain records of occupational injuries and illnesses. T...

A few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who was experimenting with Referral Events and not having the success he’d hoped for. Although many clients attended his events, they didn’t always bring a guest for him to meet — even though it was requested on the invitation. Greg didn’t feel that he could turn down his clients’ desire to attend his events, even though they didn’t have a guest to bring.

REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

RESPONSIBILITIES AND REWARDS OF AGENCY OWNERSHIP by Carol Hammes Not everyone is cut out to be an agency owner. Some of the best producers and service reps either do not want to tak...