COMMUNITY INVOLVEMENT: BOARD LESSONS by Jack Burke Are you getting involved in your community? Community involvement is essential for any successful business. Whether you champion ...

COMPARING APPLES TO ORANGES by Bill Wilson Youve seen the commercials: 'Call now and save 15% or more on your car insurance!' Unfortunately, when someo...

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.

CONSULTATIVE BROKERAGE: A THINKING PLAYERS GAME by Rob Ekern Selling, like golf, requires careful thought. As a young man, I occasionally played golf on a competitive ba...

CONSULTATIVE BROKERS IN A CHANGING MARKET by Rob Ekern Those of us who entered the business more than 20 years ago have seen two or three market cycles. We had to weather at least one and...

CONSULTATIVE SELLING WORKS! by Al Diamond In a soft market, dont sell your clients - help them! The only...

CONSUMERS UNDER AGE 35 PREFER APPS by Steve Anderson Data collected by market research and consulting firm Parks Associates, found that Generations X and Y tend to prefer using mobile ap...

Dear (Customer Name): You are in a difficult business. You have a staff of professionals who are responsible for many ill and injured...

CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...