TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...

TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...

TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...

TWO STEPS TO THE SALE by Bill Cates This article will combined two concepts Ive discussed in the past and apply them to the process of turning prospects into clients. Foresh...

In the last decade, you may have heard the term 'program manager' or 'program administrator' being used frequently. They're often used interchangeably. This article will use 'program administrators,' or 'PAs.'

UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...

The National Association of Insurance Commissioners (NAIC) spent almost five years developing the Model Illustration Regulations currently in use - in one form or another - in most states. The regulations were developed to help the consumer have a better understanding of how Life insurance policies worked, as well as to better differentiate between guaranteed and non-guaranteed elements of a Life insurance policy.

It's amazing to think that the first commercial radio station didn't go on the air until 1920 -- KDKA in Pittsburgh for trivia buffs. From that modest beginning, radio has grown to be a ubiquitous presence in our lives.

It wakes you up in the morning and gives you the news. You get in the car, and you probably turn on the radio. It goes to the beach, the ballpark, and the office. It gives everything from "heavy metal" to talk shows to Bach.

UNUSUAL STRATEGIES FOR CLOSING MORE SALES by John Graham Selling is a tough profession -- and from all indicators, it might not be getting much easier any time soon. T...

USE A CONSULTANT TO FIND MARKETS FOR YOUR AGENCY by Andrew Barile When using a consultant to find company markets, there tend to be three types of agencies: those that have used a consu...