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GETTING BACK TO BASICS by Andrew J. Byrne Don't let anyone tell you your copy is 'too long' or that 'no one will read all that.' Someti...
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GETTING DOWN TO BUSINESS WITH REFERRAL PROSPECTS by Bill Cates During a referral seminar last week, a participant came up to me at the break with a question. He told me that our Referral...
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Cross-marketing between banks and insurance agencies remains largely virgin territory. Most of the potential has not even been charted, let alone mined.
In working with banks as partners, owners, or co-venturers, insurance principals should recognize the pros and cons of the affiliation to neutralize the negatives and build on the positives.
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GIVE A lsquo;THANK YOU' GIFT by Bill Cates Giving a Thank You gift is a simple strategy that will have people saying good things about you and generating ong...
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We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!
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GLASS CEILINGS IN THE INSURANCE AGENCY BUSINESS by Al Diamond Learn what to expect, and how to grow, as you approach milestones in premium volume. Much of management consultant work i...
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We've all read about excellence, heard about excellence, talked about excellence, and quite frankly may be sick to death of excellence because the parameters...
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Although golfing and selling have a lot in common, for most producers they're like night and day...
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GOOD NEWS/BAD NEWS by Mike Manes Before the days of political correctness, there were great 'good news and bad news' jokes. 'Did you hear the one about the doctor who told t...
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GOOD SCRIPTS SELL MORE (A good script can make your phone marketing campaign. A bad one will destroy it. So get a qualified person to write a script, and make sure it's written in a way...