HELLO, DOLLY: MOVING BEYOND OLD PARADIGMS by Michael Manes The announcement of the cloning of a sheep several years ago created quite a controversy. The possibility of cloning peopl...

IDEAS: FROM CONCEPT TO CONCRETE by Mike Manes Legend has it that about 200 B.C., Julius Caesar Bordeaux, sales manager for General Chariots Inc., arrived late for the annual sales meeting. ...

IS BANK-INSURANCE WORKING? by James Campbell Believe it or not, the current era of bank-insurance is seven years old. In March of 1996 the Supreme Court decision in Barnett Bank of ...

LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...

Over the years, we’ve stressed the benefits of having standard operating procedures (SOPs) for everything that a business does. As a reminder, here are nine reasons why SOPS make sense.

MANAGE-ABILITY: MANAGE YOUR ACTIVITIES AND MAXIMIZE YOUR TIME EFFECTIVENESS by Mitchell Axelrod 'People who would never think of committing suicide think nothing of dribbling life awa...

Motivating support staff to help generate sales expands the network of potential customers. Here are some tips for putting together and operating an effective lead-generation campaign.

Reward them for leads as quickly as possible. If the payoff is quick, non-sales employees will be more motivated to provide leads.

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

The oil and gas sector is creating an opportunity for insurance industry with a renewed emphasis on domestic versus foreign production is generating a push for the USA to become less dependent on foreign energy. The unearthing of The Eagle Ford Shale, one of the largest onshore oil and gas discoveries in the past half century, has only further illustrated the opportunity that is available.

Two major problems for insurance sales professionals are the limitations of their own mind-set and the lack of definition.