ARE YOUR PRODUCERS SUBSIDIZED? by Chris Burand If you dont think youre subsidizing your producers, you might need to think again. The average agency spends b...

PRODUCER SUCCESS LESSON 9:

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.

TELEMARKETING CAN BUILD BUSINESS by Randall Marc and Adam Seid Before beginning a telemarketing campaign, some internal research needs to be done. Everyone would like to believe th...

We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.

WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...

WHY NOBODY READS YOUR BROCHURE (OR ANY OTHER MARKETING MATERIALS) by Maribeth Kusmeski Ive been trying for years to determine why some marketing, just doesnt work ndash...