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SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...
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SELECT THE RIGHT PERSON FOR THE JOB! by Grace Bauer Choosing the wrong person for the job can lower morale, waste time ...
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SENDING THE WRONG MESSAGES: 18 WAYS TO BRAND A BUSINESS ... BADLY by John Graham In the West, cattle ranchers still brand cattle. Once the brand has been burned into the ...
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SERVICE EXCELLENCE: ANTICIPATING NEEDS by Mary Beth Bolen Making a movie requires several types of people-directors, producers, actors, and crew members-who have specific roles to play in expedi...
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SET MARKETING EXPECTATIONS by Al Diamond Agents who use a professional marketing method are easily recognizable theyre the most active and successful marketers. Al ...
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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 ...
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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...
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SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...
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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...
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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...