AGENCY TELEPHONE PROCEDURES: TIME MANAGEMENT by Karen Flaherty Transferring Telephone Calls There are calls you will not handle personally but will transfer to supervisors or co-wo...

ANNUITY PLAN Dear (Customer Name): Picture this: a warm climate . . . long breakfasts in the mornings . . . golf all afternoon . . . vacationing with the children . . . and no more 8-to-6 rat race! ...

CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...

EMPHASIZE YOUR COMMITMENT Dear (Customer Name): Let us look into our crystal ball and predict the future of your business. Now, to be honest, that's not how we do it. We know you...

EMPLOYEE ASSISTANCE PROGRAMS, 1 by Michael Manes 'Poor Old Mike' 'He was the best employee I ever had. Then, about two years ago, he started drinking. I really can'...

GETTING DOWN TO BUSINESS WITH REFERRAL PROSPECTS by Bill Cates During a referral seminar last week, a participant came up to me at the break with a question. He told me that our Referral...

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

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 UNIVERSAL STRATEGY FOR FINDING GOLD: HOW TO FIND GREATER OPPORTUNITIES by Michael Lovas Note: As a hypnotherapist and coach, I know many Universal Laws, but only one Universal Strateg...

TWO STEPS TO THE SALE by Bill Cates This article will combined two concepts Ive discussed in the past and apply them to the process of turning prospects into clients. Foresh...