MARKETING: OPENING NEW TERRITORIES by Al Diamond Al Diamond focuses on planning methods that will help you move your business forward. Agents who havent yet formalized their p...

MEETINGS, MEETINGS, MEETINGS! by Grace Bauer 'Meetings, meetings, meetings! How do they expect me to get anything done if I have to attend meetings all the time? I can't believe how many ...

PHONE COURTESY REVISITED by Preston Diamond Good service over the phone means putting common courtesy into common practic...

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.

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy...

PRODUCERS NEED MEDIA EXPOSURE Because of constant change and information overload, producers need ongoing media exposure that breaks through the psychological barriers consumers erect. Constant chan...

QUIET TIME SPEAKS VOLUMES by Grace Bauer Do your employees complain about feeling overworked, never having enough time, or being stressed out from constant interruptions? Fight the madness ...

The following are several telephone scripts* to use for sales-related duties such as x-dating, lead-generation, and qualification.

SAVE TIME-ORGANIZE YOUR DAY! by Grace Bauer Another day goes by. You woke up in the morning fresh, ready to start another day. By the end of the day, you wonder where the time went. What ha...