AGENCY DEVELOPMENT: BIG SPENDERS VS. INVESTORS by Al Diamond Agents come in distinct varieties when it comes to spending money on agency development. Some agents are penny-pinchers, preferring ...

Times have certainly changed. It wasn’t so long ago that you could open your doors and find a steady stream of customers ready to buy whatever you offered them. If they liked your company, they were loyal 'customers for life.'

OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...

SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...