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.

SEVEN MARKETING BLUNDERS AND HOW YOU CAN AVOID THEM by Craig Huey BLUNDER #1: Using 'image' advertising instead of direct-response advertising. This is the number-one mistake made ...

Salespeople call on customers for dozens of reasons. Many calls are related to getting a specific order and are therefore, conventionally and legitimately, spoken of as sales calls. But other calls on customers and prospects aren't really sales calls - at least not directly - because they aren't aimed at securing a specific piece of business.

SPENDING ON TOMORROW HITS TODAY'S BOTTOM LINE by Diane Herbert and Pamela Millard The term, 'revenue per employee' is a widely accepted measure of an agency's performance. It's calcula...

STAFFING & PRODUCTIVITY: HOW DO YOU MEASURE UP? by Judith Newman Is your agency overstaffed - or understaffed? How would you describe your agencys performance: Hi...

THE FOUR FACES OF PROFITABILITY: PART I by Diane Herbert and Pamela Millard Even if you see a healthy profit when you look at the bottom line, you might want to consider your profitability...

When you come right down to it, failure is a word we use to describe anything short of absolute success. Like perfection, success is unforgiving, when measured systemically. You either succeed or you don’t. For many people, there is nothing between success and failure. It’s an either/or, all-or-nothing outcome. Get an interesting and inspiring perspective on the concept of failure in this document by Mitch Axelrod.

TWO WAYS TO MEASURE YOUR AGENCYS PRODUCTIVITY by Al Diamond To get an accurate assessment of your agencys progress, evaluate productivity measurements at least once a ...

UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...