LOST ACCOUNT W/QUESTIONNAIRE With the lingering image problems suffered by everyone in the financial services area, our industry is in particular need of focusing more sales dollars on e...

The difference between closing a sale and losing it rests with the presentation. Whether you’re selling a product or an idea, the ability to present effectively is the difference between acceptance and rejection.

Yet, most Americans would rather die than give a speech. Whatever the facts, the idea of standing in front of an audience ranks far below going to the dentist for most people.

MAKE AGENCY MEETINGS PRODUCTIVE by Jack Fries Have you ever been in a meeting where you didnt know what they were talking about and each minute seemed like an hour? Many...

MARKETING WITH PEANUTS by Pamela Grieman Some agents spend a lot of money to include expensive gifts with their direct-mail packages. Not Da...

OFFER TO REVIEW PRESENT INSURANCE Dear (Customer Name): It took a lot of hard work to buy your home. If you're like the average American in pursuit of a dream home, you spent evenings and weekends ...

ONE-MINUTE WEB ADVICE by Jack Fries Your Web site is the first thing that many people will ever discover about your business. In this document, Jack Fries tells you how to make ...

Have you ever heard the line, "talk is cheap"? Many insurance carriers, agencies, wholesalers, and vendors are finding ways to cut costs. In this document, Jeff Neilson helps you determine whether your organization is paying too much for telecom services.

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.

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...