Motivational speakers love to put the word “secret” in the title of their presentations. I’ve sat through many sessions, and I’ve always wondered what kind of “secret” you can tell on the stage of a packed auditorium?

THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

TOOLS FOR FINDING PEOPLE ON THE WEB by Steve Anderson FindMeOn is a profile management service that connects online identities across social networks, blogs, and photo sharing sites....

TRAINING: MODULE III-C INTRODUCTION The following section covers both producer and CSR training. By going through this section, you will be able to take an inexpe...

TRIED AND TRUE MARKETING PRINCIPLES by Jack Burke The Internet is changing the way we do business. Thats true. Unfortunately, the hoopla over the Internet has caused people to forget t...

TRUST: ITS THE BOTTOM LINE by Chris Burand Do your customers trust you - and, if so, what for? Wal-Mart is known for low prices. A very young boy was heard ...

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...

UNIVERSAL LIFE INSURANCE: MODULE V-E OVERVIEW Universal Life was created in the early 1980s at a time when high interest rates prevailed. Although the high intere...