COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psychologist at Personal Science Center, New York. These are basi...

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psycholog...

COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.

SMALL DEPOSITS by Steve Anderson Connecting with people is simple, but not easy. However, connection is a necessary ingredient in both business and personal relationships. The simp...

COMMERCIAL INSURANCE QUOTATION PROCEDURE There is an old saying that states: 'You never get a second chance at a first impression.' When providing a quotation for a prospect, it is important t...

YOUR SEVEN-STEP, ONE-DAY MARKETING PLAN By Patricia Berry You dont have to kill a tree to create an effective plan. In fact, Patricia Berry can help you create a success...