ADJUSTING EXPECTATATIONS --- AND THE LAW OF SUPPLY AND DEMAND by Jon Persky Back in the 1960s and 1970s, it wasnt unusual to find people who worked for the same company for their entire...

FOCUS ON CLIENT SERVICE by Carol Hammes It always seems as though theres good news and bad news in this industry. For agencies dealing with insurance company financial problems and th...

FURNITURE DEALERS - 'YOU DON'T JUST SELL FURNITURE' Dear (Customer Name): You don't just sell furniture. You may also offer antiques and curios. You may provide decorating services to your custo...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

USE CUSTOMER-FOCUSED WORDS FOR MORE EFFECTIVE COMMUNICATION by Richard Barry With the deluge of advertising that the average consumer encounters today, its more vital than ever to make...