HOW DOES THE FAMILY LEAVE ACT WORK The Family Medical Leave Act sets federal guidelines that require U.S. businesses with 50 or more employees to offer employees up to 12 weeks of unpaid...

HOW NOT TO TAKE NO FOR AN ANSWER How should telemarketers handle objections when trying to set up appointments? Try these answers: EXAMPLES OF OBJECTIONS AND SUGGESTED ANSWERS: ...

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?

Most people do not look forward to planning the distribution of assets upon their death. However, it is a task that all of us must face. And, that’s where trusts enter the estate-planning arena. A trust is simply an arrangement whereby one person holds legal title to an asset and manages it for the benefit of another. In one form or another, it may be used in personal financial planning.

INSURANCE AGENCIES AND THE EMPLOYMENT CIVIL RIGHTS LAWS OF CALIFORNIA AND THE NINTH CIRCUIT, PART 1 by Francis G. Willmarth, J.D. Could your agency be the target of a $1 million employment civ...

Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.

LOOKING OUTSIDE FOR DIRECTORS by George Nordhaus The best-run agencies I know have outside directors. There are lots of good reasons to have them. You get an outside point of view. You get objectiv...

Over the years, we’ve stressed the benefits of having standard operating procedures (SOPs) for everything that a business does. As a reminder, here are nine reasons why SOPS make sense.

MANAGEMENT AND LEADERSHIP Management implies the existence of formal authority, while leadership may not have any connection with formal authority. Marketing managers are in their...

Successfully obtaining telephone appointments or expiration dates requires a new response to the worn out responses of yesterday.
Most people resent telephone interruptions and are prepared to do serious battle.