CHECKLIST OF SERVICES Dear (Customer Name): SHARPEN YOUR PENCIL AND CHECK OUT THE COMPETITION . . . and we bet you'll find that it pays to comparison-shop when you're...

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.

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

SELLING QUALITY IS QUALITY SELLING by Eric Moberg Hello Mr. Jones, Im John Smith with the Smith Agency. Id very much like to offer you a no obligation quote on your i...

SPREADING LIFE WEALTH AMONG EMPLOYEES by George Nordhaus Dave Warren of Dodge, Warren and Peters, Torrance, California has a whole new insight into how to get many people in the age...

THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...

THE MISSION STATEMENT: WHAT DOES YOUR T-SHIRT SAY? by Mike Manes How to tailor an effective mission statement for your agency. This article started with a bet, a disagreement bet...

THE TEN BIGGEST MISTAKES IN HIRING High turnover, sexual harassment, violence in the workplace, employee theft when you hire the wrong person, a lot can go wrong! Avoid these common err...