INVEST ESOP DIVIDENDS INTO A 401(k) An Employee Stock Ownership Plan (ESOP) allows workers to invest a percentage of income into their company. Most stocks produce quarterly dividends in t...

Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

PERSONAL LINES DISABILITY Dear (Customer Name): Your car . . . your home . . . your personal possessions . . . all are insured. But have you insured that which makes all those things possible - your...

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

PROFESSIONAL DESIGNATIONS FOR CSRs by Mary Beth Bolen Education is often termed a 'ticket to success'-and with good reason! More and more career-conscious agents and their office-support perso...

SELLING: GOT QUESTIONS? by Bill Hoos When you meet potential buyers, do you ask or do you tell? If youre like most salespeople, you probably do the latter. In fact, you probably te...

SMALL THINGS THAT MAKE CUSTOMERS FEEL GOOD Writing in Business Marketing, Kenneth Tupper, president, Revelle International, Miami, provides succinct tips about how to show customers you care about th...

START NEW EMPLOYEES OUT ON A SAFE FOOT by Don Phin If your idea of orienting a new employee is to quickly introduce them around and show them the bathroom and the coffee room, you ...

STEWARDSHIP REPORTS AN ANTIDOTE TO MARKET INSANITY: PART II by Rob Ekern In the second of his two-part series, Rob Ekern tells you how to get maximum mileage out of the Ste...