COMPASSION ON A COMPUTER by Jack Burke I frequently speak on the need to humanize our technology. Efficient processing cannot replace true customer care. All too often, we get caught up i...

CONSULTANTS: ARE THEY USEFUL? by Chris Burand Consultants, when properly used, can be a great benefit to your agency. As a resource with varied agency experiences, as ...

CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...

DEVELOPING SUCCESSFUL PRODUCERS byCarol Hammes The most serious challenge facing the Independent Agency System today is...

DIVING INTO INTERNET MARKETING by Steve Anderson Consumers' buying and shopping habits have changed. Think about what you do when you're thinking of buying a new product or service. For...

DO YOU lsquo;THROW AWAY TOO MANY REFERRALS? by Gil Simonds How about this story? Has this ever happened to you? A producer I was working with was ecstatic one hot summe...

DO YOU HAVE A GOOGLE PRESENCE? by Bill Cates When someone tells you about a resource (person, store, vendor, service, etc.) do you Google them first? I know I do. When othe...

DO YOU REALLY CARE ABOUT YOUR CUSTOMERS? by Emily Huling Well, of course you care about your customers! At least, you believe you do. How do you show it? If you're like most of the sales...

DOCUMENT YOUR ACCOUNTING PROCEDURES - Grace Bauer

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”