PULLING NEW CLIENTS TO THE PROFESSIONAL SERVICES FIRM by John Graham It's taken long enough, but the professional services field has discovered marketing or, perhaps more ...

PUT SALES LAST TO SUCCEED by Michael Jans Agents dream about having their 'phones ring off the hook,' having swarms of sizzling hot prospects knock on their door insisting on ...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

QUALITY CUSTOMER SERVICE DO WE WALK THE TALK OR JUST TALK? by Al Diamond At least once a month we encounter an agent with the unique problem of losing more customers than theyre ...

QUICK RENEWAL CHECKLIST The FAX Of Life According To Your Insurance Agent To: From: Date: 'I'm Mad As Hell And I'm Not Gonna Take It Anymore!' That line from the popular mov...

REDUCING WORKERS COMPENSATION COSTS by Sylvia Daves Employers are required to provide Workers Compensation insurance for all employees. You can help your clients by educating them about this c...

A few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who was experimenting with Referral Events and not having the success he’d hoped for. Although many clients attended his events, they didn’t always bring a guest for him to meet — even though it was requested on the invitation. Greg didn’t feel that he could turn down his clients’ desire to attend his events, even though they didn’t have a guest to bring.

Everyone’s a winner, bargains galore! What’s the first thing you think of when you hear phrases such as these? Probably nothing very positive. But this document by Bill Cates describes just such a situation.

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.

RENEWAL THANK YOU! Dear (Customer Name), We know we don't say it often enough, but we want to thank you for being a valued customer at (Your Agency Name). It's clients ...