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HOW TO BECOME A WORKERS COMPENSATION EXPERT by Arthur Moll You can become an expert in workers compensation if you possess two traits. These traits are a flair for mathematical relationships and pat...
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THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...
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TIPS ON WRITING SALES LETTERS Sales letters have many purposes: to sell a specific product, to sell the agency image, to keep customers informed of new coverage options, to complement service f...
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INSURANCE COMPANIES: WILL THE REAL COMPETITORS PLEASE STAND UP? by Chris Burand Chris Burand tells why companies need to know their competition inside and outside their agency plant...
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CONSULTANTS: TAKE A LOOK IN THE MIRROR! by Mike Manes A consultant's work should go to the bottom line, not the bottom shelf. Mike Manes presents a set of quest...
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WHAT IS TARGET MARKETING? by Thomas M. Maher The beat goes on. Yes, target marketing is still up there near the top of the corporate charts. But, according to an ...
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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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COMPENSATING THE INSURANCE AGENCY OFFICE STAFF by Harry Brooks What should you be paying your agency office staff members, other than producers? It is not a sufficient answer to say...
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MAKE AGENCY MEETINGS PRODUCTIVE by Jack Fries Have you ever been in a meeting where you didnt know what they were talking about and each minute seemed like an hour? Many...
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EMPLOYEE THEFT Dear (Customer Name): $42,000 lost through secretary's check forgery. $600,000 lost when trusted bookkeeper funneled off funds over a 10-year period. ...