FOCUSING ON TARGET MARKETS by Al Diamond 'Target marketing' became the buzz phrase of the '90s, yet successful agents were targeting markets for years before. Why? Because it work...

Is your agency benefiting from the following?
The demutualization of some of our nation's largest, oldest mutual Life companies, and announcements that more will follow. In contrast, others are declaring that they will defy the trend and not demutualize.

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

THE PRODUCTION WINNERS CIRCLE by Mike Manes The dictionary defines producer as a person or thing that produces. Production is the act or process of prod...