TURN YOUR CLIENTS INTO WORD-OF-MOUTH MACHINES by Bill Cates I just conducted a special referral boot camp for a group of about 50 highly successful financial advisors. (I mean highly succ...

WALKING THE TALK: WHEN AN AGENCYS SERVICE STANDARDS FAIL by Al Diamond Every agent with whom we speak tells us that their primary product is service. The agency provides such a high leve...

WHAT DO CLIENTS NEED? THAT DEPENDS ON THE CLIENT by Mary Beth Bolen Your job title is customer service representative (or customer service agent) -- but just what does that mean? What is the ex...

When you experience those fearful moments of awkwardness or self-doubt, what’s your response? Bill Cates describes how your response to the everyday fears in life (business and otherwise) will make a huge difference in how successful you become.

WHEN A CAREER TURNS INTO A LIFE SENTENCE by Al Diamond If you're thinking about transferring your agency to younger family members, make sure that you're helping them into...

WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...

PERSONAL INSURANCE BINDER BILLING PROCEDURE AGENCY BILL 1. If possible, CSR/Marketer obtains a renewal policy number from the company. If none is available, assign a binder number. ...

COMMERCIAL INSURANCE BINDER BILLING PROCEDURE Cash flow in insurance agencies has become an ever increasing area of concern. Most agencies have thousands of dollars of accounts receivable as a r...

I spent many years coaching high school football. Whenever a team was underperforming, we went back to basics: blocking and tackling. If your agency’s sales and retention are suffering from the current economy, or if you wish to enhance your performance, it’s time to reinforce the fundamentals of any sales organization: asking for referrals and developing accounts.