BEYOND BEST PRACTICES: ARE YOU EXCEPTIONAL? by Tom Doran What are the five most crucial success factors to which you would attribute your success? This is the fundamental Best Pract...

BIG CHANGES, BIG DOLLARS by Brian Burke This is about our industry, IPOs, financial danger, and some possible implications for our agency clients. Let's erase the board for a mo...

BOND WITH SHARED PAIN by Jack Burke We all tend to come together in times of trouble; and this is definitely a troublesome time for most businesses. When you share your pain, your cli...

BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...

BONUS/COMPENSATION PLANS: PART TWO by Jack Fries Do you provide your employees with a year-end bonus? Do you want the bonus to mean something to your key employees? This document by Jack ...

BOOST YOUR SALES BY 95% Patricia A. Berry Most salespeople can increase their sales by 95%, by using professional knowledge and skills - and anyone who presents ideas, influences dec...

BRANDING: A SINGULAR IDENTITY FOR A MULTITASKING ENTITY by Jack Burke Mention 'branding,' and people generally think in terms of company names. Or they think of burned flesh on cat...

BUDGETING FOR NEW PRODUCERS by Chris Burand Few agencies consider the cost of new producers. Chris Burand explains why agencies wishing to grow or perpetuate need to focus on th...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

Each year potential hazards threaten the business community worldwide. Earthquakes, hurricanes, floods, fires, and other disruptive events represent a continuous problem throughout the business community. Many of these threats result in significant exposure to large and small businesses. When business operations are disrupted, companies suffer both tangible and intangible losses.