LET GOOD BUSINESS PRACTICES BE YOUR GUIDE by Curtis Pearsall Having started work in this great industry in 1975 as a CSR for an independent agency, I have a fairly good sense of the changes that...

LETS TAKE A REST! by Grace Bauer I dont know about you, but lately the world has been on my shoulders. There is just too much to do and the world doesnt stop. ...

Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.

LEVERAGE SELLING FOR CSRs by Mary Beth Bolen CSRs can use their networking skills to garner qualified leads. 'Selling through service' is a good motto for CSRs in any agency. But how do...

LEVERAGE YOUR TIME! by Mitch Axelrod Time is the most important leverage point because, next to our health and loved ones, time is our most precious resource. Once we use it...

Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.

LinkedIn IMPROVEMENTS by Steve Anderson LinkedIn is one of our favorite tools for researching and finding information about prospects and clients. Over the last several months, LinkedIn h...

LISTENING TO CUSTOMERS by Troy Campbell To find out how the agency is perceived by customers requires continuous monitoring. Detailed perceptions can be obtained from a complaint log, a compli...

LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...

LIVE THE CARE IN CUSTOMER CARE! by Grace Bauer You probably have a clear idea of what you expect from your producers. What about your support staff? Do you have procedures for your rece...