You could be better off by acquiring a sales superstar than buying another agency.

Every year the numbers seem to get more outrageous. Pay levels for “impact player” athletes such as LeBron James and Tiger Woods continue to climb into the stratosphere. And it isn’t just athletes. You name the endeavor, whether it’s in the business, entertainment, or even the academic world, and there’s a near-universal phenomenon occurring: Impact player inflation. Despite the fact that it drives a lot of people crazy to hear that some people are making so much money, there’s a simple reason for the inflation: The impact players are worth it.

ARE YOUR PRODUCERS DIAMONDS OR LUMPS OF COAL? Are your sales results less than exciting? Maybe your salespeople just don't have the right stuff . . . and never will. One leading psychologist, Mark ...

BEFORE YOU SELL-SELL-SELL, MARKET-MARKET-MARKET! by Emily Huling It's 8 o'clock Tuesday morning. You have your prospect list in hand. Every Tuesday and Thursday you diligently put aside t...

BOOST YOUR SALES BY 95% Patricia A. Berry Most salespeople can increase their sales by 95%, by using professional knowledge and skills - and anyone who presents ideas, influences dec...

DATABASE MARKETING - HIGH-TECH SELLING by David Beaton Looking for ways to improve sales and profits? A technique that many brokers are finding very effective is ...

Open the way to sales success with these three keys to interacting with prospects.

HOW TO REMAIN COMPETITIVE IN A CHANGING INDUSTRY by Sharon Cunningham Sharon Cunningham's consulting visits with agencies hav...

MANAGE DIRECT MARKETING by Ed Drake Most agencies that use direct marketing successfully to generate sales have something in common - an effective system to handl...

Call it branding. Call it marketing. Call it whatever you want. But it has the singular objective of motivating the right customer to want to do business with a particular company or to buy a particular product or service. In this document, John Graham lays to rest some common misconceptions on the role of marketing.

PRODUCER COMPENSATION Producer compensation plans among independent agencies vary tremendously. Pick up several compensation surveys and you'll observe variations that seem to confuse m...