COMMERCIAL LINES PRE-APPROACH Dear (Customer Name), HOW WELL DO YOU KNOW YOUR INSURANCE? With so many demands on their time, many business owners find it difficult to learn enough about t...

INDUSTRY IMAGE IMPROVEMENT PLAN by Mary Beth Bolen How to improve the industry? One day at a time, says the National Association of Insurance Women (NAIW), Tulsa, OK. To mark NAIW Week (...

REVIEWING THE ENTIRE SALES MANAGEMENT PROCESS by Tom Markley Successful sales management depends on how you answer eight questions. Selling is the act of negotiating between a co...