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DO ADVERTISING AND MARKETING WORK? by Al Diamond It never ceases to amaze me. Even though the Independent Agency System is totally sales driven, too many agents do an abysmal job in ma...
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DO BANKS OVERPAY FOR P/C AGENCIES? by James M. Campbell Since 1998, the banking industry has been the most active acquirer of Property/Casualty insurance agencies....
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DO YOU lsquo;THROW AWAY TOO MANY REFERRALS? by Gil Simonds How about this story? Has this ever happened to you? A producer I was working with was ecstatic one hot summe...
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DO YOU FORGET TO ASK FOR REFERRALS? THESE FIVE QUESTIONS CAN HELP! by Bill Cates A common referral challenge I hear in my seminars and coaching programs is the issue of forgetting ...
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DO YOU HAVE A GAME PLAN FOR CENTER-OF-INFLUENCE REFERRALS? by Bill Cates Rob Knapp, founder of the Supernova Consulting Group, has helped hundreds of successful financial advisors take th...
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If you answered 'Yes' to the above question, or 'I don't think so,' please read on. If you answered 'No,' congratulations...
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DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...
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DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...
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DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...
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DONT GO TOO FAR WHEN ASKING FOR REFERRALS! by Bill Cates After reading a new book on referrals, I was shocked! The author opened with a story of an occasion when he asked for refer...