HAS THE RATING OF ANY OF YOUR CARRIERS CHANGED? by Curtis Pearsall If you dont know, you need to read this document by Curtis Pearsall. Rating firms are evaluating company results eve...

HOW TO CHOOSE, USE, BUT NOT ABUSE A RISK MANAGEMENT CONSULTANT: II byGary Griffin Get the right risk consultant - and get your moneys worth from them. The first part ...

As the economy and escalating insurance rates take their toll on risk management department budgets, companies and public entities are relying increasingly on consultants. Such outsourcing has proven to be an effective way for some organizations to reduce overhead while retaining knowledgeable help. In this document C.C. Griffin discusses how to select and get the best performance from a consultant.

IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...

INSURING CONTRACTORS? BE CAREFUL - IT CAN BE A BIG E&O HEADACHE by Curtis Pearsall With very few exceptions, most agents can count at least a few contractors among their clients. Unfortunately, ...

INVEST ESOP DIVIDENDS INTO A 401(k) An Employee Stock Ownership Plan (ESOP) allows workers to invest a percentage of income into their company. Most stocks produce quarterly dividends in t...

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.

OBTAINING X-DATES AND QUALIFYING PROSPECTS TELEMARKETING SCRIPT Producer: Maybe you can help me. Who is the person responsible for your Business insurance? IF THEY ...

PERSONAL HOMEOWNERS PROPOSAL by Jack Fries For: ...

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.