REDUCE HARD MARKET lsquo;PRODUCTIVITY STRESS' by Chris Burand One great advantage of difficult situations is that if you...

REDUCE THOSE INTERRUPTIONS by Grace Bauer Find that time you so desperately want each day to work on an important project or to keep up with backlog. Its right in front of you...

REDUCING WORKERS COMPENSATION COSTS by Sylvia Daves Employers are required to provide Workers Compensation insurance for all employees. You can help your clients by educating them about this c...

RE-EXAMINING COMPULSORY ARBITRATION CLAUSES IN CONTRACTS WITH INSURANCE PRODUCERS Insurance producer contracts frequently have alternate dispute-resolution clauses requiring arbi...

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.

Everyone’s a winner, bargains galore! What’s the first thing you think of when you hear phrases such as these? Probably nothing very positive. But this document by Bill Cates describes just such a situation.

REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...

REFERRALS: LETS TALK lsquo;BOOK VALUE by Gil Simonds In the last article, after talking about how to avoid getting referrals that were less than desirable, I noted that...

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.