AGENCY PRODUCER RECRUITING: CHALLENGES AND SOLUTIONS by Sharon Cunningham Its a classic conundrum: As an agency grows in size, it becomes harder and harder for its producers ...

The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

Two major problems for insurance sales professionals are the limitations of their own mind-set and the lack of definition.

PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

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.

THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...