f you were managing a start-up band, would you depend solely on Lady Luck? Would you rely on Fortune dumping a great songwriter/arranger in your lap, great musicians who can actually get along, and a strong, powerful record company backing you? Would you just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers.

Instead of hiring telemarketers to work within your agency just for you, you could choose to pay an outside vendor to provide telemarketing services. These...

PERPETUATION: IS YOUR AGENCY PREPARED? by Grace Bauer ...

RECRUITING GOOD LIFE AGENTS To the city dweller, the question in the headline may sound silly; Life agents are underfoot everywhere. Even in rural areas, there often seem to be more than enough peopl...

SERVICE SELLS! by Pegi Flahault Selling is as much about the approach as anything else including your approach to your employees. This document by Pegi Flahault can help you increase...

SIX WAYS TO lsquo;WOW' YOUR CUSTOMERS by Vicki Lenz The problem with many businesses today is that they strive to satisfy cus...

STEP-BY-STEP PROCEDURES MANUALS INCREASE REVENUE by Grace Bauer Does your agency follow specific steps for training employees to execute its procedures? Has your agency reviewed its procedur...

These guidelines by Jack Fries can help you hire and train new employees.

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 PHONE: CURSE OR COMMISSION INCREASE? by Preston Diamond You conduct 60% of your business over the phone-but how many of you actively practice phone courtesy and technique? Having worked...