MANAGING SELLING FEARS by Tom Markley How to overcome common concerns that can kill sales. This is a story of one producers fear of selling and how he dealt with it. Becau...

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.