19 TIPS FOR GETTING RISK SUBMISSIONS ACCEPTED We subscribe to the 'win-win' theory of negotiating when placing business with our company underwriters. The placement has to be '...

CUSTOMER/PROSPECT CORRESPONDENCE: CHOOSE RIGHT WORDS TO CONVEY RIGHT MEANING Poor word choice in customer correspondence can alienate prospects and customers. Additionally, jargon can be misint...

PRODUCER SUCCESS LESSON 3:

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.

Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.