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Knowing what customers expect may be the most important key to successful selling. While every customer is interested in getting an appropriate price, many salespeople seem to think that price is the primary issue. As a result, they lead with price and seem to base most of their sales presentation on cost issues.
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Are your office meetings successful or ineffective? Without proper planning and execution, they can end up wasting everyone’s time. Jack Fries offers solutions to nine common problems that can arise in office meetings.
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WHATS MY AGENCY WORTH? by Al Diamond Why is an agency worth different amounts in different valuation scenarios? The value of a business (including an insuranc...
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WHATS YOUR EXIT STRATEGY? by Mitch Axelrod Will you work until the day you die? Have you set a retirement date? Do you even think about it? Some people like the adventure of...
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Does the sterile anonymity of Internet-commerce and 1-800-BUY-THIS leave you a little cold? In this document, Emily Huling reminds us not to lose our human touch when conducting business in person. Her observations provide useful insights for anyone in your firm who interacts with clients.
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WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...
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WHAT'S SO BAD ABOUT LOSS-RATIO-BASED CONTINGENCIES? by Chris Burand This type of contingency contract makes sense for agents, companies and consumers. Since October 2004...
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WHEN A CAREER TURNS INTO A LIFE SENTENCE by Al Diamond If you're thinking about transferring your agency to younger family members, make sure that you're helping them into...
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WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...
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See the woman on the left? Would you walk into her office and start chatting about the traffic or the weather? Would you try to engage her in...