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Use this “one-two” technique to wedge your way into taking accounts from your competitors.
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COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...
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COMMISSIONS VS. CONTINGENCIES by Chris Burand Do independent agents serve the insurance company or the consumer? One of the most perplexing aspects of the con...
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COMMONALITY BREEDS RELATIONSHIPS by Jack Burke We're more alike than we think. Relationships, whether face-to-face or cyber-distanced,...
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COMMUNICATION BUILDS TRUST by Bill Cates Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withhold...
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When communicating your message, don't let familiarity breed indifference...
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COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...
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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...
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COMPASSION ON A COMPUTER by Jack Burke I frequently speak on the need to humanize our technology. Efficient processing cannot replace true customer care. All too often, we get caught up i...
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COMPENSATING YOUR SALES CENTER COORDINATOR By Darren Clevenger One of the most critical factors that can make the difference between an average sales center coordinator and a great ...