100 EASY WAYS TO BEGIN A SALES LETTER (PART TWO) by Herschell Gordon Lewis A warning probably is in order as we round the halfway point in this (interminable?) series of articles: Don...

ANNUITIES: MODULE V-G THE PRODUCT Annuities have been called 'upside-down Life insurance,' a phrase that refers to the fact that annuities are designed to pay out w...

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.

THE SYNERGY OF SUCCESS by Annie Knox In todays competitive environment, how can your agency harness the synergy of success? Annie Knox explains that the success or failure of an organizat...

THREE DEADLY MISTAKES IN OUR ADVERTISING by Andrew J. Byrne We make three deadly mistakes in insurance direct mailings: the failure to be si...