Questions & Answers

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

Most people have heard remarkable stories about the power of beliefs. A man achieves greatness despite a score of disadvantages simply because he believes he is destined to achieve greatness. A woman is cured of an allegedly terminal illness when she believes that a cure is possible. A child does exceptionally well in school after learning of his parents’ complete belief in his abilities — despite being a poor performer in the past.

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...

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TEN QUESTIONS SENIORS SHOULD ASK BEFORE BUYING AN ANNUITY by Jim Summers Senior Americans considering the purchase of an annuity to help save for or provide income during retirement shou...

THE 'CHICKEN LITTLE' SYNDROME by Brian Burke 'Brokers to Decline as Direct Sales Gain,' read the headline of the lead story in the Agent/Broker section of a r...

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