AUTOMATION/INFORMATION SYSTEMS MANAGEMENT by Tripp Leach This article will explore several questions such as: Why must agency automation be managed? What is agency automation and information s...

AVOIDING COSTLY MARKETING MISTAKES by Stephen Anderson You can no longer sit back and wait for business to come to you. That's the sure route to becoming a victim of the ch...

BEFORE YOU SELL-SELL-SELL, MARKET-MARKET-MARKET! by Emily Huling It's 8 o'clock Tuesday morning. You have your prospect list in hand. Every Tuesday and Thursday you diligently put aside t...

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

Offering business continuity planning services benefits you and your clients alike.
In theory, business continuity planning is a slow process. Ask a question and wait for the answer, ask the next question and wait again.

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."

'BUT I CAN'T AFFORD TO ADVERTISE!' by Al Diamond Why on earth would agency principals pay a consu...

CEMENT RELATIONSHIPS TO BUILD RETENTION Service today should center on building lasting relationships-with the customer and with the companies the agency represents. Two fundamental types of CSR con...

CHOOSING THE RIGHT MARKET FOR YOUR AGENCIES by Janet Lewis After the work that goes into finding and qualifying prospects, getting in the door, and gathering the proper data to quot...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.