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FOCUSING ON CLIENT OR PROSPECT NEEDS by Mary Beth Bolen There's a lot of talk about niche marketing or target marketing today. Many speakers feel that it's imperative to find a certain niche i...

FRAMEWORK FOR AGENCY SUCCESS by Patty Vaughn NEW BEGINNINGS I'm not quite sure why, but for me, fall is the time of year that signals new beginnings. Maybe it's because students are...

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...

Motivational speakers love to put the word “secret” in the title of their presentations. I’ve sat through many sessions, and I’ve always wondered what kind of “secret” you can tell on the stage of a packed auditorium?

THREE STEPS TO SUCCESSFUL BRANDING by Larry Acord Independent agents often ask, Don't I have to be a large agency t...