CROSS-SELLING: WHAT WENT WRONG? by Jack Burke Why don't agencies invest more energy in cross marketing additional policies to existing customers? ...

CSR EXTRAORDINAIRE by Mary Beth Bolen Tina Roberts currently works as a CSR for Cosmo Conte at his State Farm Insurance Agency in La Jolla, California-one of the top State Farm agencies in North...

SERVICE TIPS Rusty Claton of Whillis-Harding Insurance in Kewlona, BC, has a poster in her office that reads: 'You don't have to be a millionaire to be sued like one.' It is effective ...

TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...