INFLUENTIAL PERSONALITIES: HOW YOU INFLUENCE THOSE AROUND YOU by Steve Anderson The amount of influence you have refers to how well you are able to convince others to accept your point of...

LIFE/HEALTH PROSPECTING & SALES TIPS Here's a sampling of several sterling selling tips from some of the country's greatest Life/Health salespeople: At the close of a session with a friend w...

LIVE THE CARE IN CUSTOMER CARE! by Grace Bauer You probably have a clear idea of what you expect from your producers. What about your support staff? Do you have procedures for your rece...

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.

PRODUCER SUCCESS LESSON 30:

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.

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.

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...

PUBLIC RELATIONS AND SELLING: HOW TO BE A MODEST SELF-PROMOTER by Rob Keane 'Articles, not advertisements.' This is the first rule I learned in journalism school. Eight years later, I made t...

A few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who was experimenting with Referral Events and not having the success he’d hoped for. Although many clients attended his events, they didn’t always bring a guest for him to meet — even though it was requested on the invitation. Greg didn’t feel that he could turn down his clients’ desire to attend his events, even though they didn’t have a guest to bring.

SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...