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VARIABLE QUESTIONS-AND SOME ANSWERS by Michael Flynn Is Variable Life here to stay? Will Variable Life dominate permanent insurance growth? These are questions many agents-a...
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LEVERAGE SELLING FOR CSRs by Mary Beth Bolen CSRs can use their networking skills to garner qualified leads. 'Selling through service' is a good motto for CSRs in any agency. But how do...
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ARE YOU LISTENING TO YOUR CUSTOMERS? by Emily Huling On a recent business trip, I had dinner at one of the nicer family restaurants. A couple seated nearby had the same attentive server t...
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COACHING WINNERS by Brenda French 'Remember, the purpose of effective coaching is to catch your employees doing something right!' Two of the most-common reasons for small-busines...
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IS BANK-INSURANCE WORKING? by James Campbell Believe it or not, the current era of bank-insurance is seven years old. In March of 1996 the Supreme Court decision in Barnett Bank of ...
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E&O RISK MANAGEMENT WHEN USING SURPLUS LINES COMPANIES: I by Ken Buehler Check out these legal requirements and procedures in dealing with Surplus Lines markets. Lets look at...
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MERGERS AND ACQUISITIONS: MAKING THE DEALS by Sharon Cunningham Amid the merger and acquisition frenzy, many agencies believe the value of their businesses might never be higher. Sharon...
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PRODUCER SUCCESS LESSON 9:
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.
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THE DECISION AND THE QUESTIONS by Mike Manes IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end,...
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HIPAA AND SMALL GROUP HEALTH PLANS by Judi Newman The most overlooked and under addressed group for HIPAA Privacy Rule compliance is 'small group health plans.' TheSince small hea...