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.

At least 30,000 attorneys in the U.S. claim that they're practicing employment law. Statistically speaking, what holds true for any profession is true for employment lawyers: Half are above average and half are below average. How do you distinguish one from the other? How can you find out which lawyers or firms are in the top 5%? Don Phin discusses the questions you should be asking.

STUFF EMPLOYEES NEED TO KNOW by Mitch Axelrod A recent article from a scholastic business journal, entitled something like the Three Things Your Employees: Need to Know, imp...

CARGO Dear (Customer Name): While driving to work, you've probably heard traffic reporters report with humor the various truckloads of cargo that occasionally spill onto the highways. Food, liquids...

MAXIMIZE YOUR OPPORTUNITES IN A HARDENING MARKET by Jack Burke Is the market hardening? The debate rages on without a conclusion. However, more and more experts are leaning toward ...

INCENTIVE COMPENSATION PROGRAMS by Al Diamond Al Diamonds Incentive Compensation Programs (ICP) are blossoming and creating more productive employees who understand that growth and pro...

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It's much easier to assess the financial strength of a carrier in the world of Property and Casualty insurance than in the world of Health insurance. Several organizations have standard rating systems to assess a P/C carrier's strength and financial performance. A broker can quickly compare the financial viability of various P/C carriers using an assigned rating. Brokers usually don't even bother to look at an unrated carrier.

In this document, Val Jordan explains why insurance agencies and carriers looking to increase...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...