PERSONAL LINES RECORDS INCREASE REVENUE! by Grace Bauer People don't pay much attention to Personal Lines when it comes to account rounding, the yearly renewal review, and new busin...

PRODUCER SUCCESS LESSON 3:

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.

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

PUT CUSTOMERS FIRST Without competition, producers would eventually become complacent and ineffective. Competition is necessary for growth. If salespeople had an exclusive product or service with ex...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...

REFERRALS: LETS TALK lsquo;BOOK VALUE by Gil Simonds In the last article, after talking about how to avoid getting referrals that were less than desirable, I noted that...

REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

Scream Marketing by Patricia Berry Attracting the attention of customers becomes more complicated as the markets become overcrowded. Every seller looks the same. Buyers are con...

TEN STRATEGIES TO AVOID THE BRUSHOFF FROM NEW REFERRAL PROSPECTS by Bill Cates Even referral prospects can give you the brush of if you dont approach them properly. Here are a ...