In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

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.

THE FUTURE OF COMMERCIAL LINES FOR THE INDEPENDENT AGENCY by Brian Burke If two issues of Burke Ink in the last two years can be devoted to the future of Personal Lines, then we ow...

THE ONE-MINUTE MARKETER by Mike Manes 'I expect to pay more to get less.' You wouldnt expect to hear this from your customers that often. Yet Mike Manes manages to derive ...

THE WEB: A POTENT COMPETITOR by Chris Burand Internet sales of insurance hasnt conquered our industry, but it is a competitor. How do you combat it? At what price differ...

TRUST: ITS THE BOTTOM LINE by Chris Burand Do your customers trust you - and, if so, what for? Wal-Mart is known for low prices. A very young boy was heard ...

WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...

WHEN CAN YOU BREAK EVEN? Some producers spend time worrying about the prices they charge without ever learning the prices they have to charge to break even. Their own business records, plus a li...

WHY BUSINESSES LOSE CUSTOMERS After a 40-year career as an automobile dealer, Martin Bury wrote of his experiences in the book The Automobile Dealer (Damascus Publishing, Gresham, OR). A...