DO YOU FORGET TO ASK FOR REFERRALS? THESE FIVE QUESTIONS CAN HELP! by Bill Cates A common referral challenge I hear in my seminars and coaching programs is the issue of forgetting ...

LIFE/HEALTH PROSPECTING & SALES TIPS Here's a sampling of several sterling selling tips from some of the country's greatest Life/Health salespeople: At the close of a session with a friend w...

MAKE AGENCY MEETINGS PRODUCTIVE by Jack Fries Have you ever been in a meeting where you didnt know what they were talking about and each minute seemed like an hour? Many...

MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for...

MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for all d...

MEETINGS, MEETINGS, MEETINGS! by Grace Bauer 'Meetings, meetings, meetings! How do they expect me to get anything done if I have to attend meetings all the time? I can't believe how many ...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.

STAFF MEETINGS 101 by the IIABA Virtual Faculty In general, virtually all agencies should have periodic staff meetings. Unfortunately, too often these meetings are unproductive. According to one ...

TAKE CHARGE OF CARRIER PLANNING by John Jaques When looking at profit improvement, most agency owners analyze and plan for new production, client service, staffin...

Are your office meetings successful or ineffective? Without proper planning and execution, they can end up wasting everyone’s time. Jack Fries offers solutions to nine common problems that can arise in office meetings.