It's popular to hate the press these days. Between visions of Princess Diana's mangled black sedan and MSNBC's apparent broadcasting credo of 'all Monica, all the time,' it's easy to see why. Many who don't go so far as to hate the press still distrust it, thinking that a broadcaster's emotional ties begin and end with the Nielsen ratings. Again, given today's programming, this isn't difficult to understand.

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 ...

REACH OUT AND SELL SOMEONE by Gregory Jordahl Think of your telephone book as a roster of almost every potential prospect in town. Flip to the white pages and pick a name. You may h...

RECRUIT THE RIGHT PRODUCERS At seminars and conventions, business spokespersons stress the need for high-caliber personnel and lament the difficulty of finding them. It could be said that recruiting ...

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.

RELATIONSHIP MARKETING Jumping through a hoop 20 feet above the water isn't considered normal activity for a killer whale. So when Shamu was captured and hauled to its new home ...

SALES CAMPAIGNS: MODULE V INTRODUCTION This module is designed to give you specific information about marketing selected Life insurance products. You'll find tha...

SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...

SALVAGING YOUR INVESTMENT AFTER THE EARTHQUAKE by John Barclay, Esq. The Northridge earthquake has resulted in billions of dollars of property damage. Insurance, private assistance, and public assis...

SECRETS OF THE SUCCESSFUL: FOCUS AND COMMITMENT by Al Diamond The IIABA publishes an excellent Best Practices study that prov...