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

SURVEYS: THE RUBIK'S CUBE CHALLENGE by Mike Manes This is the latest in a series of articles on organizational management and leaders...

TECHNOLOGY AND THE AGENCY: A PRIMER by Ken Buehler Recently I met with an agency that had a state-of-the-art computer system. The system did everything, and then some! ACORD certificates, bind...

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 PROSPECTING TECHNIQUES THAT GET RESULTS One of the best articles IMMS has seen about getting through to prospective clients was written by a pro, Ed Drake of SAFECO. SAFECO is,...

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 DEADLY WEBSITE SINS by Patricia Berry What NOT to do in building your site. This article will discuss 10 Deadly Website Sins. Of course, there are many more, but these ar...

TEN RULES OF E-BUSINESS by Patricia Berry Proven ways to target your end user without face-to-face contact. Relationships matter.The most important e-business soluti...

TEN STRATEGIES TO AVOID THE BRUSHOFF FROM NEW REFERRAL PROSPECTS by Bill Cates Even referral prospects can give you the brush of if you dont approach them properly. Here are a ...