Few steps of forming a business relationship have more importance than qualifying the prospect's interest and commitment. It's a high-payoff and high-value use of your time, and leads to a constructive outcome for both parties in the relationship.

SEVEN WAYS EMPLOYEES CAN STEAL YOU BLIND by Don Phin I love the notion of trusting relationships. Ive also come to learn that you cant trust blindly. Thats a game ...

We all know that doing business today is differs dramatically from even a few years ago. In spite of what might seem so obvious, many of us keep clinging to a familiar past with nothing less than stubborn tenacity. Although it’s easy to spot others who have fallen behind, it takes almost desperate determination to drown out the noxious notion that we might be out of sync.

SHARK-PROOF YOUR ACCOUNTS! by David Connolly Use this strategy to insulate newly written accounts against the comeback attack of the incumbent agent. Youve sold y...

SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...

SIMPLE WAYS TO DIFFERENTIATE YOUR AGENCY by E. Al Diamond Every year, I see agencies struggling with the problem of how to differentiate themselves from their competition. This is an especi...

“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.

SIX STEPS TO OUTSELL THE COMPETITION By Richard Barry All the little things you do can add up to make a big difference. Thats the point made in this document by Richard Barr...

SIX WAYS TO lsquo;WOW' YOUR CUSTOMERS by Vicki Lenz The problem with many businesses today is that they strive to satisfy cus...

SIX WAYS TO TAP INTO THE LIFETIME VALUE OF YOUR CLIENTS by Bill Cates Let me begin with a reminder: The lifetime value of your clients isn't just the business they can do with you over a...