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TWO WAYS TO MEASURE YOUR AGENCYS PRODUCTIVITY by Al Diamond To get an accurate assessment of your agencys progress, evaluate productivity measurements at least once a ...
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'We were all raised by mothers who told us we had one chance to make a first impression,' Sen. Christopher Dodd of Connecticut once said. He added, 'And a first impression can last you awhile.' It’s all about first impressions making them and responding to them.
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If you answered 'Yes' to the above question, or 'I don't think so,' please read on. If you answered 'No,' congratulations...
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THREE DEADLY MISTAKES IN OUR ADVERTISING by Andrew J. Byrne We make three deadly mistakes in insurance direct mailings: the failure to be si...
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WHEN YOUR CUSTOMERS COME CALLING: THE RIGHT WAY AND THE WRONG WAY by Judi Newman More ...
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“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.
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AUDIT EXPLANATION - PREPARE, PREPARE Dear (Customer Name), THERE'S SOMETHING YOU SHOULD KNOW ABOUT AUDITS . . . As you know, Workers Compensation and General Liability policies are su...
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DO YOU WANT TO SUCCEED? by Robert Reagan Start planning now for your agencys future success. The concept of long-range strategic planning has become all but obsolete. Twenty-five...
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GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...
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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.