Open the way to sales success with these three keys to interacting with prospects.

DO YOU HAVE A GAME PLAN FOR CENTER-OF-INFLUENCE REFERRALS? by Bill Cates Rob Knapp, founder of the Supernova Consulting Group, has helped hundreds of successful financial advisors take th...

FIDUCIARY CLAIMS BECOME PECUNIARY PAIN Some chief executive officers (CEOs) think that fiduciary liability is solely the responsibility of the financial managers who manage and invest the money...

IDEAS FOR MOVING FORWARD: PUTTING A STALLED ECONOMY BEHIND YOU by John Graham If weve learned anything over the past couple of years, its that nothing is easy. No matter wha...

INDUSTRY TECHNOLOGY EVENTS: REVELATION OR REPETITION? by Greg Maciag The insurance industry has spawned enough conventions and seminars to keep you busy year-round. And technology issues are...

IS CUSTOMER LOYALTY DEAD? by JoAnna Brandi When an agency meets some or all of our expectations we usually say that we're satisfied. When an agency goes a few steps further ...

Have you ever heard the line, "talk is cheap"? Many insurance carriers, agencies, wholesalers, and vendors are finding ways to cut costs. In this document, Jeff Neilson helps you determine whether your organization is paying too much for telecom services.

PUTTING THE RIGHT PEOPLE IN THE RIGHT PLACE: EXECUTE! by Chris Burand The cover of a recent issue of Fortune boasted a picture of a small army of spiffily dressed, famous CEOs under the tit...

John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. Mr. Graham is the author of The New Magnet Marketing and of 203 Ways to Be Supremely Successful in the New World of Selling. He can be contacted at 40 Oval Rd., Quincy, MA 02170, (617) 328-0069, fax (617) 471-1504, e-mail [email protected], or visit www.grahamcomm.com.