AGENCY PERPETUATION PLANNING CHECKUP by Paige Proctor This article is for the 70% of all agencies that now have perpetuation plans. Even though most agencies have plans for the futu...

AGENCY TELEPHONE PROCEDURES: TELEPHONE EXCELLENCE by Karen Flaherty If you ask a group of customer service representatives to talk about problems they encounter on the job, the agency tel...

BLUNDERERS BANK BIG BUCKS, TOO by Chris Burand Whats this? Adopt 'Worst Practices' to increase earnings? Say it aint so! Yet this document by Chris Burand is full of exa...

COMMUNICATING WITH THE MEDIA by Sally Praskey 'Reporters are like alligators; you don't have to love them, but you DO have to feed them.' Steven Poole, director of corporate communications, ...

CONTRACTORS PRE-APPROACH Dear (Customer Name), Speed is the name of the game in your business, and many contractors simply don't have time to learn a great deal about their insurance programs. Unl...

CUSTOMER SERVICE: THE FIRST IMPRESSION by Skip Hyken It takes eight to 12 good experiences to make up for a single bad impression. To renew the confidence in a customer, yo...

PREMIUM AUDITORS: PROFESSIONALISM IN PRACTICE by Rhonda Hamel As a provider of educational services to insurance agents, I've learned many things about how other insurance professionals perceiv...

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.