ENHANCE YOUR TELEMARKETING RESULTS by Jack Burke Find the telemarketing system that will work for your agency. A few years ago I wrote an article entitled Telemarketing...

FIND OUT WHATS REALLY GOING ON INSIDE YOUR AGENCY by Grace Bauer Grace Bauer explains how a comprehensive review and revamping of procedures will pay dividends in terms of boosting ef...

FOUR QUICK HIT REFERRAL IDEAS by Bill Cates Every time I host a Referral Champions Boot Camp, I walk away with great ideas from the attendees - and the latest camp was no excep...

HIRING, COMPENSATING, AND TRAINING TELEMARKETERS Hiring Telemarketers What do you look for when setting out to hire a telemarketer? Your first thought might be to go out and hire an experi...

HOW NOT TO TAKE NO FOR AN ANSWER How should telemarketers handle objections when trying to set up appointments? Try these answers: EXAMPLES OF OBJECTIONS AND SUGGESTED ANSWERS: ...

ITS TIME TO HIRE PRODUCERS! by Preston Diamond With so many people unemployed and others hanging on to jobs with which theyre dissatisfied, it should be easy to find new su...

OBJECTIVE: Under the direction of the agency manager, plan, lead and control an effective sales function to ensure the development,...

LIFE GUIDE FOR P/C AGENCIES: MODULE I LIFE OPERATION OPTIONS INTRODUCTION When you decide to establish a Life operation in your P/C agency, you have different fi...

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are: