WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

WHAT TO DO WHEN AN OWNER RETIRES by Al Diamond Retirement should never be a spur-of-the-moment decision, even if the temptation is frequent when carriers, customers, or em...

Knowing what customers expect may be the most important key to successful selling. While every customer is interested in getting an appropriate price, many salespeople seem to think that price is the primary issue. As a result, they lead with price and seem to base most of their sales presentation on cost issues.

Are your office meetings successful or ineffective? Without proper planning and execution, they can end up wasting everyone’s time. Jack Fries offers solutions to nine common problems that can arise in office meetings.

Unfortunately, all too many office meetings get off track all too easily. Check out this list of common meeting headaches and how you can avoid them:

WHAT YOU CAN DO ABOUT INSURER INSOLVENCY by Bill Wilson Though you carry E&O insurance that should cover carrier insolvency, recent court cases have not completely absolved agencies when p...

WHATS MY AGENCY WORTH? by Al Diamond Why is an agency worth different amounts in different valuation scenarios? The value of a business (including an insuranc...

WHATS YOUR EXIT STRATEGY? by Mitch Axelrod Will you work until the day you die? Have you set a retirement date? Do you even think about it? Some people like the adventure of...

WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...