In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."

WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...

WHY IS SELLING SO HARD? by Michael Lovas Actually, its not. The problem is that because many financial advisors and producers dont understand the process, they make it hard ...

WHY NOBODY READS YOUR BROCHURE (OR ANY OTHER MARKETING MATERIALS) by Maribeth Kusmeski Ive been trying for years to determine why some marketing, just doesnt work ndash...

WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...

WORKING TOWARD THE PERFECT LIFE OPERATION If you could design the perfect program for Life production in a P/C agency, what qualities would it have? See if this matches yours: 1) PROFIT-lots of it; ...

WRESTLING PROFITS FROM SMALL COMMERCIAL ACCOUNTS by Sharon Cunningham This article by Sharon Cunningham will discuss the difference between the agencies that handle small accounts because t...

X-dating is the name of the game. If you anticipate to grow; if you expect to even maintain last year's volume in this price cutting market; then you'd better believe X-dating is a must.

Expiration Date! Renewal Date! Anniversary Date! Call it whatever you wish. But without a pocket full of X-dates, you are "whistling Dixie" while some direct writer or, even worse, your fellow association contemporary, is marching off with your share of the market.

Over the past 4 years or so, we have been overwhelmed with information regarding social media marketing for use in your agency. Selecting the most direct route for engaging clients and worthwhile prospects...

YOURE UNIQUE - SO, SPREAD THE WORD! by Maribeth Kusmeski If your agency were truly unique, your clients would be letting others know. Do they? If youre delivering...