lsquo;TAKE THE KID OFF MY POLICIEShellip; WHAT SHOULD YOUR INSURANCE AGENCY DO? by Curtis Pearsall, CPCU Recently, a long-time agency associate contacted me; during our c...

ACCOUNTING VS. THE FRONT OFFICE by Gail Franzen Is there friction in your office between your accounting department and your service staff? Gail Franzen advises you to tackle ...

BE PREPARED WHEN CHANGING BANKING PARTNERS by Ron Overson Business banking relationships tend to be personal and long-term; they rarely change. However, as your agency grows, its needs change, a...

ENCOURAGE A POSITIVE VIEW OF THE INSURANCE INDUSTRY by Mary Beth Bolen What are two 'facts' most customers 'know' about insurance? One, it costs too much. Two, if they make a claim, their po...

MORE LESSONS FROM THE ROAD by Emily Huling The wait staff in a restaurant treats you so poorly that you fume. You vow never to return. Then you wonder if any of your clients have ever f...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

WHAT DO CLIENTS NEED? THAT DEPENDS ON THE CLIENT by Mary Beth Bolen Your job title is customer service representative (or customer service agent) -- but just what does that mean? What is the ex...