Selling

THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...

THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...

Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.

THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...

THE SALES PERSONALITY: THE CHAMELEON By Al Diamond Great salespeople have the ability blend with and mimic their surroundings. Agency principals have often asked me to hel...

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE SEVEN HABITS OF HIGHLY EFFECTIVE INSURANCE AGENCIES by Al Diamond In 1989, Stephen Covey wrote his best seller, The Seven Habits of Highly Effective People. These habits...

THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

THE STEWARDSHIP REVIEW by Scott Addis Use this powerful offensive weapon to impact your agencys bottom line. TIn the early years of my business career, I served as an Account E...