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...

DONT LET DOMESTIC VIOLENCE COME TO WORK Thousands of workers are being abused at home - and, all too often, this abuse spills over into the workplace. According to the American...

THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART III by Jack Fries and Gary Holgate This final installment in a three-part article provides guidelines for using expense controls to improve you...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.