TRIAGE A BACKLOG REDUCTION PROGRAM by E. Al Diamond Backlogged work in an agency can kill productivity and profitability. As it snowballs out of control, you might think that yo...

TRUST: ITS THE BOTTOM LINE by Chris Burand Do your customers trust you - and, if so, what for? Wal-Mart is known for low prices. A very young boy was heard ...

TURN YOUR CLIENTS INTO WORD-OF-MOUTH MACHINES by Bill Cates I just conducted a special referral boot camp for a group of about 50 highly successful financial advisors. (I mean highly succ...

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

VALUING YOUR CUSTOMERS: PART II by Jack Burke The previous article discussed the purchase of a new television and my impatience when it came to waiting for delivery. I can now report that...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

WHEN IS BODILY INJURY NOT PERSONAL INJURY? Dear (Customer Name), WHEN IS BODILY INJURY NOT PERSONAL INJURY? Does your firm carry Liability insurance? Of course, it does. And does your Lia...

WHY ACCOUNTING PROCEDURES? by Grace Bauer Its time to start thinking about the importance of the accounting department. Accounting plays a critical role in running your ...

We aren't born to withhold; we had to learn this behavior. And if we learned it, we can unlearn it. Mitch Axelrod teaches you how to become more aware, more conscious of how, what, and from whom you withhold.

WORKERS COMPENSATION INSURANCE TELEMARKETING SCRIPT CSR: Hello, (PROSPECT NAME). I'm (NAME), with (ABC AGENCY).(PRODUCER NAME), who works with you on your Commercial insurance p...