AGENCY PRODUCER RECRUITING: CHALLENGES AND SOLUTIONS by Sharon Cunningham Its a classic conundrum: As an agency grows in size, it becomes harder and harder for its producers ...

Those who own a business hold their peers in high regard. You might dislike someone personally, but give them a thumbs-up when it comes to running a company. Those who survived the recession deserve a special commendation. Only the native outsider thinks otherwise.

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

EFFECTIVE GOAL REACHING by Randy Schwantz Follow this four-step planning strategy to reach your goals. The key to achieving anything is to have a plan. More important, you need a ...

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.

GETTING CLIENTS OR PROSPECTS BACK In a suburb of Philadelphia-Langhorne, to be precise-is an unusual retail operation. It's a car dealership, but the difference is the firm's philosophy that no one...

MANAGING SAFETY FOR AN AGING WORKFORCE Nearly one of four people aged 64 to 75 remain in the workforce and the number will skyrocket as the Baby Boomers reach retirement age, but want t...

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

TRUST YOUR EMPLOYEES AND INCREASE REVENUE! by Grace Bauer Are you still trying to find more time to sell? Every agency principal asks the same question: 'When am I going to have more time ...