CONTRACTORS - WE UNDERSTAND YOUR RISK Dear (Customer Name): IF ONLY. Those are the two most heartbreaking works in any business. If only . . . my subcontractor hadn't accidentally starte...

The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

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.

REPLACEMENT COST COVERAGE If you had a loss, would you want half a VCR? Dear (Customer Name): If your one-year-old videocassette recorder set were stolen, would you be fully insure...

SALES PERSONS/SAMPLES Dear (Customer Name): THESE SAMPLES AREN'T FREE! You have a lot of money tied up in the samples your salespeople display. When they take their samples on the road, ...

STAND TALL WITH STEWARDSHIP REPORTS by Rob Ekern Don'tbe left dangling on the hook of price and commodity. Stewardship is one of the most important techniques that agents and br...

WHAT BRANDING IS NOT by Patricia Berry Developing a consistent message is difficult when consumers can share their exp...

The alert raised in Washington, D.C., on May 10, 2005, when a light plane mistakenly flew into restricted airspace sent thousands of people fleeing from the U.S. Capitol and the White House. Once the buildings were evacuated, however, most people were unsure of where to go or what to do. Bill Kliewer discusses the need for personal contingency plans in cases of emergency.