AVOID THESE COMMON ACCOUNTING MISTAKES by Chris Burand Some agents make a conscious decision to pay more in taxes in order to bu...

CHOOSING THE RIGHT MARKET FOR YOUR AGENCIES by Janet Lewis After the work that goes into finding and qualifying prospects, getting in the door, and gathering the proper data to quot...

CONSULTANTS: ARE THEY USEFUL? by Chris Burand Consultants, when properly used, can be a great benefit to your agency. As a resource with varied agency experiences, as ...

CONTINUING EDUCATION (CE) AT A REDNECK FESTIVAL! by Mike Manes Mike Manes' biggest challenge in this article is deciding what to explain...

CUSTOMER SERVICE: IT'S NOT ABOUT TECHNOLOGY by Ed Higgins One interesting observation about technology applications is that agents have focused strongly on improving efficiency. M...

CUSTOMER SERVICE: THE FIRST IMPRESSION by Skip Hyken It takes eight to 12 good experiences to make up for a single bad impression. To renew the confidence in a customer, yo...

CUSTOMER SERVICE: WHOM SHOULD YOU lsquo;WOW? by Steve Anderson Ive been reading quite a bit lately about how to create a customer experience that will WOW clients and k...

ENCOURAGE A POSITIVE VIEW OF THE INSURANCE INDUSTRY by Mary Beth Bolen What are two 'facts' most customers 'know' about insurance? One, it costs too much. Two, if they make a claim, their po...

JOB HAZARD ANALYSIS: SEVEN STEPS TO WORKPLACE SAFETY Checklists keep airliners flying. They can keep your safety program up and running, too. All too often, workers take the blame for sa...

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.