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SPEED: A NEW ENTITLEMENT by Jack Burke A benefit or a gift can quickly become something the receiver expects to get. Customer satisfaction, for instance, was originally a goal for businesse...
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STAND TALL WITH STEWARDSHIP REPORTS by Rob Ekern Don'tbe left dangling on the hook of price and commodity. Stewardship is one of the most important techniques that agents and br...
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STAY FOCUSED ON SALES AND THE CLIENT The Dartnell Corporation, Chicago, IL, points out that the day-to-day activities of sales can easily distract producers from selling. Phone calls, meetings, paper...
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STOP TRYING TO AVOID OBJECTIONS! by Bill Cates Whether youre asking for referrals, calling to set an appointment, or asking a prospect to become a client and you seem to get a r...
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STRATCH THEIR I.T.C.H. - WATCH PEOPLE BEAT A PATH TO YOUR DOOR! by Mitch Axelrod What business are you in? Today, you, I, and everyone else is in the I.T.C.H. business! ...
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STRATEGIC VS. TACTICAL COMPETITIVE INTELLIGENCE by Patricia Berry Any information about a competitor is i...
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Problem:The insurance industry is under attack from consumer groups, is the subject of political debate and radical legislative...
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SUCCESS STORY MARKETING by E. Al Diamond Last week, I got a notice from my real estate broker announcing that she had just sold another house in my neighborhood. Then I realized that...
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SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 1 by Bruce Shaffer Do you find it hard to use the telephone to help build your business? A lot of people do. This two-part series...
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SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...