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.

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

To grow your referral business, follow these 10 steps by Bill Cates.

PROSPECTING IDEA FOR SOLID GOLD CLIENTS by Mary Beth Bolen For many traditional CSRs, prospecting is one of the most dreaded tasks -- but it is one of the most important to the agency's...

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First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

RIZZO'S RESTAURANT BELIEVES IN A SECOND CHANCE WORKING PARTNERS Philip Beal believes that everyone, even people who are having problems with drug or alcohol abuse, deserves a chance to become a...

SAFETY AND SURVIVAL IN AN EARTHQUAKE, PART 1 THIRD EDITION-AMERICAN RED CROSS FOREWORD Planning for 'The Big One' is an idea that has finally arrived. All over the United States, the e...

SAFETY AND SURVIVAL IN AN EARTHQUAKE, PART 2 THIRD EDITION-AMERICAN RED CROSS SPECIAL TIPS FOR DISABLED AND ELDERLY PERSONS A recent survey of census statistics revealed that an estimated...

FAMILY AND MEDICAL LEAVE Sample Statement (for companies with over 50 employees) The Family and Medical Leave Act of 1993 allows employees of the company who have worked for at least one year and fo...