I recently listened to an interview with Vic Conant of Nightingale-Conant talking about the shift in their program sales. During the 80s and 90s, such corporate names Tom Peters and Warren Bennis dominated program sales. However, since the early 2000s, there’s been a significant shift to programs for those want to become in charge of their own destiny. This “Brand You” trend has been going on for more than a decade, posing a significant exposure to today’s companies. As the workforce ages and changes, we’re going to have less available talent than ever. Given future economic uncertainty, more and more of the available talent will opt out to work for themselves.

CLIENT RELATIONSHIP-BUILDING Dear (Customer Name), You are VERY important to us and I wanted to let you know that we appreciate having you as a customer of our agency. I am writing you today to ...

CUSTOMER SERVICE TESTS by Bill Wilson Customer service is critical to agency profitability and growth. Outstanding customer service leads to customer satisfaction. Customer satisfaction lead...

It's much easier to assess the financial strength of a carrier in the world of Property and Casualty insurance than in the world of Health insurance. Several organizations have standard rating systems to assess a P/C carrier's strength and financial performance. A broker can quickly compare the financial viability of various P/C carriers using an assigned rating. Brokers usually don't even bother to look at an unrated carrier.

INFORMATION DATE 19891003 DESCRIPTION USDOL Program Highlights, Discrimination Protection for Trucking Employees SUBJECT Discrimination protection for trucking employees U.S...

DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...

HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...

LANDSCAPING FIRM IMPLEMENTS DRUG TESTING WORKING PARTNERS Architectural Landscaping, Inc., in Tucson, Arizona, creates 'outdoor living environments' by installing pools, masonry, and retaini...

LANDSCAPING FIRM IMPLEMENTS DRUG TESTING WORKING PARTNERS Architectural Landscaping, Inc., in Tucson, Arizona, creates 'outdoor living environments' by installing pools, masonry, and retaining...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz...