A CREATIVE WAY TO SELL 'UMBRELLAS' IMMS Member Wayne Smart of Fry, Jordan & Wilson, Inc., South Boston, Virginia sells Personal Umbrella insurance by the bucketful. Here's how: Wayne tapes a pape...

E&O AND THE HARD MARKET by Bill Wilson In a hard market, E&O claims have a tendency to rise in both frequency and severity due to increased workloads, reduced coverages, and other facto...

HOW TO BUILD YOUR PERSONAL LINES BOOK, PART II by Peter Van Aartrijk Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent a...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

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...