MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...

METALWORKING SHOPS - 'WE DO THE RIGHT JOB' Dear (Customer Name): IT TAKES A SPECIALIST TO DO THE JOB RIGHT. That's why you employ craftspeople who take pride in the job they do - you a...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

'ONLY' AN INDEPENDENT AGENT: YOUR VALUE IN TODAY'S MARKET by Chris Burand With so many Web-based insurance sites and direct writers bypassing insurance agent...

OWNERSHIP OF A PRODUCER'S BOOK: A BETTER WAY by Larry Morrison and Gary Jacobson Some agencies choose to offer key producers an 'ownership' interest in the producer's b...

PAYROLL DEDUCTION EMPLOYEE BENEFITS: MODULEV-B THE COVERAGE Payroll deduction employee benefits can involve a number of coverage products ranging from Term, Whole...

PEOS: DO THEY HAVE YOU COMING, OR GOING? by Eric Moberg Is your agency equipped to handle the additional responsibilities of administering PEOs to your Commercial clients? This doc...

PERSONAL LINES DISABILITY Dear (Customer Name): Your car . . . your home . . . your personal possessions . . . all are insured. But have you insured that which makes all those things possible - your...

PRODUCER COMPENSATION: A PRIMER by Al Diamond One of the most common questions that we get each week is 'How much should we pay producers?' The range that weve encountere...

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.