COMMUNITY INVOLVEMENT: BOARD LESSONS by Jack Burke Are you getting involved in your community? Community involvement is essential for any successful business. Whether you champion ...

CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...

LISTENING TO CUSTOMERS by Troy Campbell To find out how the agency is perceived by customers requires continuous monitoring. Detailed perceptions can be obtained from a complaint log, a compli...

Successfully obtaining telephone appointments or expiration dates requires a new response to the worn out responses of yesterday.
Most people resent telephone interruptions and are prepared to do serious battle.

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.

Most people have heard remarkable stories about the power of beliefs. A man achieves greatness despite a score of disadvantages simply because he believes he is destined to achieve greatness. A woman is cured of an allegedly terminal illness when she believes that a cure is possible. A child does exceptionally well in school after learning of his parents’ complete belief in his abilities — despite being a poor performer in the past.

SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...