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This second article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carrier.
BEGIN THE SEARCH FOR A NEW CARRIER
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GETTING CLIENTS OR PROSPECTS BACK In a suburb of Philadelphia-Langhorne, to be precise-is an unusual retail operation. It's a car dealership, but the difference is the firm's philosophy that no one...
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GETTING DOWN TO BUSINESS WITH REFERRAL PROSPECTS by Bill Cates During a referral seminar last week, a participant came up to me at the break with a question. He told me that our Referral...
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GIVE A lsquo;THANK YOU' GIFT by Bill Cates Giving a Thank You gift is a simple strategy that will have people saying good things about you and generating ong...
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We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!
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GLASS CEILINGS IN THE INSURANCE AGENCY BUSINESS by Al Diamond Learn what to expect, and how to grow, as you approach milestones in premium volume. Much of management consultant work i...
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Although golfing and selling have a lot in common, for most producers they're like night and day...
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GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...
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GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...
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GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...