Producer Success Lesson 1

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.

SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...

We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.

TURN YOUR CLIENTS INTO WORD-OF-MOUTH MACHINES by Bill Cates I just conducted a special referral boot camp for a group of about 50 highly successful financial advisors. (I mean highly succ...

USE COMPLEX PASSWORDS by Steve Anderson Passwords seem to be the bane of our existence. However, until better technology comes along, were stuck with having to manage multiple pass...

WHATS YOUR EXIT STRATEGY? by Mitch Axelrod Will you work until the day you die? Have you set a retirement date? Do you even think about it? Some people like the adventure of...

We aren't born to withhold; we had to learn this behavior. And if we learned it, we can unlearn it. Mitch Axelrod teaches you how to become more aware, more conscious of how, what, and from whom you withhold.

WOWING EMPLOYEES: THE FOUNDATION TO HIGH PROFITS by Lynn Thomas Recently, I participated in a 10-day road show for an insurance company. During a dry run of my presentation on customer re...