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THE REALITIES OF DIRECT MAIL by Richard Barry 'I'm looking for cheap direct mail that works! Any ideas?' This is a legitimate question and worthy of discussion...
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THE REALITY OF LIFE AND STRATEGIC PLANNING by Mike Manes Use these ingredients to create a planning entreacute;e nutritious food for thought! DISCLAIMER: &...
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In the early 1990s a state insurance commissioner, in a Wall Street Journal front-page article, called insurance agents the 'buggy-whip makers' of the late 20th century. Several years later, you seem to be doing just fine, and in many cases, even better than investors in other areas. Kevin Stipe offers an overview of the insurance agency as an investment vehicle in this document.
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THE ROLE OF AN OWNER: IS IT ABOUT YOU OR THEM? by Jack Burke Leadership means a willingness to embrace chan...
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Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"
Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.
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THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...
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THE SALES PERSONALITY: THE CHAMELEON By Al Diamond Great salespeople have the ability blend with and mimic their surroundings. Agency principals have often asked me to hel...
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THE SERVICE CEILING: WHAT CAUSES IT, HOW TO RECOGNIZE IT, HOW TO BREAK THROUGH IT by E. Al Diamond We have a small Middle-Eastern restaurant in our neighborhood that is family ope...
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When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...
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THE SEVEN HABITS OF HIGHLY EFFECTIVE INSURANCE AGENCIES by Al Diamond In 1989, Stephen Covey wrote his best seller, The Seven Habits of Highly Effective People. These habits...