I'm going to cut right to the chase. If you're a woman, over 40 and looking...

10 WAYS TO AVOID LOSING THE SALE Many publications are in the business of telling you how to succeed at selling. Guidelines, strategies, and techniques exist in abundance. However, there isn't ...

Referring to Wal-Mart's upcoming redesign of its Web site, one analyst said it will give retailing a "jolt" and another said it will "change Internet retailing." Evie Black Dykem, of Forrester Research, Inc., said, "It will be the shot heard round the retail world." When the world's largest retailer stakes its claim on the Internet, many predict that life will never again be the same. "The power to navigate the world at the click of a mouse is a force that is transforming our lives like none before," wrote the editors of Business Week. A few paragraphs later, they added, "Anyone with a computer is a citizen of the world-and a richer world at that."

A BALANCED APPROACH TO MARKETING by Steve Anderson Just like you, each week I receive e-mails and read articles from different business and marketing experts. A common theme Ive no...

A BRIGHT FUTURE FOR SMALL AGENCIES by Chris Burand Independent agencies, even small ones, definitely have a bright future. Offer better service related to a specific product or offe...

A CHRISTMAS CONTRIBUTION Clients appreciate receiving Christmas cards and letters. It's nice to know that someone out there cares and wants to be remembered. Several years ago, IMMS received a me...

In this day of big business chicanery and consumer suspicion (not to mention big business suspicion of consumer chicanery), it might do a CSR good to brush up on ethical...

A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...

'Call it whatever you like-re-engineering, restructuring, transformation, flattening, downsizing, rightsizing, a quest for global competitiveness- it's real, it's radical, and it's arriving every day at a company near you.' (Fortune April 5, 1993)

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.