COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...

GENERAL SOLICITATION - 'WE'LL CALL YOU' Dear (Customer Name): Can your Auto or Homeowners coverage help you get a better deal on your Life insurance policy? The answer is YES - if your Auto or H...

INVENTORY YOUR ASSETS by Mitchell Axelrod Take an asset inventory, using the attached worksheets to lift your leverage-ability and vault your value-ability. The first is a Business Streng...

LEVERAGE SELLING FOR CSRs by Mary Beth Bolen CSRs can use their networking skills to garner qualified leads. 'Selling through service' is a good motto for CSRs in any agency. But how do...

PERPETUATION PLANNING: PLANTING PEOPLE by Al Diamond Make human assets the most important resources in perpetuating your agency. A Chinese prove...

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.

PUBLIC RELATIONS: AN INVESTIGATION by Jack Burke Unfortunately, too many insurance agencies define public relations as 'sending out a story on employee promotions with photograph attached....

Dear (Customer Name): Can your Auto or Homeowners coverage help you get a better deal on your Life insurance policy? The answer is YES - if your...

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.