A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.