EMPLOYEE SHORTAGES by Chris Burand According to US Banks December 2000 Simply Business, the U.S. will have 151 million jobs, but only 141 million workers by 2006. Other forecasts...

FIFTY YEARS' EXPERIENCE IN HOMEOWNERS Dear (Customer Name), This may come as a surprise to you ... in the next few days, your banker might spend a substantial number of your hard-earned dollars (ve...

GENERAL SOLICITATION - 'YOU CALL US' Dear (Customer Name): Customer service - We've built a business on it. As your insurance agent for ( ) years, we hope you've been pleased with the service we...

HOW NOT TO TAKE NO FOR AN ANSWER How should telemarketers handle objections when trying to set up appointments? Try these answers: EXAMPLES OF OBJECTIONS AND SUGGESTED ANSWERS: ...

There’s no time better than the beginning of the year to set some fiscal goals and create a plan for improving your financial situation. You are probably ready for a brand new beginning and the thought of sticking to a budget after the holiday spending spree might sound a little more appealing than it would at any other time of year. Here is a step-by-step guide to create some annual goals as well as a financial plan that will help usher in a whole new financial foundation for you and your family.

HOW TO RECOGNIZE WHO WILL BUY, AND WHO WILL WASTE YOUR TIME by Michael Lovas Neuro-linguistic Programming (NLP), a subdiscipline of psychology, focuses on how the configuration of human m...

LESSONS IVE LEARNED IN CRISIS MANAGEMENT By Janine Reid Its not a question of if, but when, your company will experience a crisis. Crisis Management specialist Janine Reid...

Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

MANAGING SELLING FEARS by Tom Markley How to overcome common concerns that can kill sales. This is a story of one producers fear of selling and how he dealt with it. Becau...