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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.
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CONSIDER A TWO-TIERED PRODUCER COMPENSATION SYSTEM by Chris Burand Is your producer compensation method outdated? Is it possible that theres a bettter way? This document by Chris ...
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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...
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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...
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CONSULTATIVE SELLING WORKS! by Al Diamond In a soft market, dont sell your clients - help them! The only...
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CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...
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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 ...
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CREATE A lsquo;ONE-PAGE BRANDING SHEET TO ACQUIRE MORE REFERRALS by Maribeth Kusmeski A one-page brand overview can be incredibly helpful in guiding potential referral sources...
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CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...
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David and Goliath is no longer news. These days, all a boy needs to kill a big man is a gun instead of a sling and a rock. Similarly, technology has created a new world of competition. A David who understands technology can successfully compete against any corporate Goliath.