AVOID THE EMPATHY TRAP by Chris Burand The ability to empathize is admirable. It requires listening, understanding, ...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

USE CUSTOMER-FOCUSED WORDS FOR MORE EFFECTIVE COMMUNICATION by Richard Barry With the deluge of advertising that the average consumer encounters today, its more vital than ever to make...