WHAT DOES IMSA MEAN TO YOU, THE AGENT? by Richard Weber The Insurance Marketplace Standards Association (IMSA) is one of the more important developments in the Life insurance industry d...

WHAT GETS MEASURED GETS DONE: ENHANCE INTERNAL SERVICE by Troy Campbell A common complaint from customer service representatives is: 'We are ordered to provide excellent service, but when ther...

Selling today is filled with contradictions. E-mail enhances our connectivity, but the number of E-mail messages is often so overwhelming that they go unanswered. Voice mail brings us together, but voice mailboxes are often clogged.

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

No matter how hard you try, customers will find fault with you or your staff. How you handle those complaints will determine your account retention and customer satisfaction rate. Here are three key guidelines to help the cause.

WHAT TO DO WHEN AN OWNER RETIRES by Al Diamond Retirement should never be a spur-of-the-moment decision, even if the temptation is frequent when carriers, customers, or em...

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.

WHATS THE BIGGEST BANG FOR YOUR MARKETING BUCK THESE DAYS? by Patricia Berry With every new innovation in business comes a new theory about how to market them. This informat...

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.

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...