Selling

How do you know what to change to make your agency run better? You're proud of your accomplishments, but can't seem to make the progress you desire year-by-year. In this document, Al Diamond recommends that during your planning process, instead of focusing outwardly on your competitors, the industry, or the economy, try focusing inwardly instead.

FINDING MARKETS: THE SPECIALTY PROGRAM CONSULTANT by Andrew Barile While a reinsurance intermediary operates between the ceding insurance company and the reinsurance company market, the...

FINDING THE RIGHT CSR by William Vericker Where, and what, to look for hiring quality CSRs. When clients call, e-mail, or visit your agency, they count on someone to service their bus...

'We were all raised by mothers who told us we had one chance to make a first impression,' Sen. Christopher Dodd of Connecticut once said. He added, 'And a first impression can last you awhile.' It’s all about first impressions making them and responding to them.

Why all the concern with first impressions? Why do we believe that the first contact makes such a difference? 'No one gets a second chance at making a first impression' — true, or just popular business lore? John Graham looks for the answers in this document.

FIVE KEYS TO ACHIEVING YOUR GOALS by Pamela Millard Plenty of things can distract you from your goals. Its all about making sure your goals meet a few critical criteria: Engagement...

FIVE KEYS TO DYNAMIC SALES MEETINGS by Randy Schwantz It's Thursday afternoon and you're already thinking about Monday morning's sales meeting. You say to yourself, 'What a drain! Thi...

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

Are you using video to connect with prospects, clients, referrals, and potential alliances? Did you know that a website...

FOUR QUICK HIT REFERRAL IDEAS by Bill Cates Every time I host a Referral Champions Boot Camp, I walk away with great ideas from the attendees - and the latest camp was no excep...