COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.

You've recently welcomed a baby into your family, and now you're ready to plan for your child's future. You already know that life insurance is a wise financial decision for you, but does your newborn need life insurance?

Cross-marketing between banks and insurance agencies remains largely virgin territory. Most of the potential has not even been charted, let alone mined.
In working with banks as partners, owners, or co-venturers, insurance principals should recognize the pros and cons of the affiliation to neutralize the negatives and build on the positives.