AUTO QUESTIONNAIRE by Jack Fries Have your producers use this questionnaire from Jack Fries to garner needed information from Auto prospects: AUTO INSURANCE QUESTIONN...

ARE YOU A GOOD BOSS? by Maribeth Kusmeski Are you a good boss? Really? I know when I ask myself that question, I come to the conclusion that I could be better. So what makes a good...

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.

DAY CARE CENTERS - ATTENTION TO DETAIL Dear (Customer Name): SEEKING ADVENTURE . . . EXPLORING . . . TAKING RISKS. . . these are all a natural part of growing up. And as a child care specialist, you...

IMPLEMENT THE RIGHT PROCEDURES TO RAISE REVENUE by Grace Bauer Is your agency using step-by-step procedures to train its employees? Has it reviewed its procedures to make sure they save tim...

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...

SOLIDIFYING REVIEW APPOINTMENT Dear (Customer Name): I'd like to thank you for allowing me to review your insurance program. The time spent looking over your present policies and asking you questio...

THIS NICHE IS A GOLD MINE! by Bill Cates Heres a niche that just about any financial professional can target - with great results. Salespeople! What makes salespeople a good...

The best way to master the tools reviewed here is to practice using them on the next spreadsheet you create. Sometimes it pays to take a step back and ask, "How can this basic spreadsheet be enhanced?" When these tools (along with a myriad of others that Excel has to offer) are applied properly, it's amazing what a spreadsheet can do.

Once these tools are mastered, it will be difficult to go back to that old pocketknife. When preparing your next spreadsheet, keep in mind the Excel tools discussed here, and use them often. Just as your trusty pocketknife comes in handy in many different situations, so will these tips for Excel spreadsheets.