The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...

THE TEN BIGGEST MISTAKES IN HIRING High turnover, sexual harassment, violence in the workplace, employee theft when you hire the wrong person, a lot can go wrong! Avoid these common err...

THE VALUE OF A SATISFIED CUSTOMER by Chris Burand Every agency has three types of customers. First are those who will leave for a lower price. Second are those on the fence; they're not tr...

TIME OFF: THE GUILT TRIP by Grace Bauer What happens in your agency when an employee calls in sick? As with any other event, if you have a plan in place youll be able to ...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

TRAIN YOUR STAFF TO HANDLE PROBLEMS by Bill Cates Tell me if you agree with this statement; A relationship that has had a problem - that has been handled well - is a stro...

TWELVE GOOD EXCUSES FOR SENDING A NEWS RELEASE by George Nordhaus 1) Your agency has a birthday-an anniversary of its founding. 2) Someone new is hired, or you promote s...

TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...

TWO FUNDAMENTAL CHALLENGES FOR AGENCIES by Chris Burand How well is your agency developing quality producers and how effective is your management? Successful agencies fac...

Dear (Customer Name): You've always trusted my advice because I've worked with you.