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A BRIGHT FUTURE FOR SMALL AGENCIES by Chris Burand Independent agencies, even small ones, definitely have a bright future. Offer better service related to a specific product or offe...
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A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...
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AGENCY MANAGEMENT: THE GREAT COMPROMISE by Chris Burand Chris Burand defines the great compromise as working smarter, rather than harder. Of course, 12 hours of working smarter is alwa...
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FRAUDBUSTERS: HOW STAGED ACCIDENTS WORK (AN UNDERCOVER PERSPECTIVE) by Thomas Sarinana 'Capping'-the unlawful solicitation and referral of staged auto accident cases to medical providers...
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If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”
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BANKS AND P/C INSURANCE AGENCIES REALITY CHECK PART I: DO YOUR DUE DILIGENCE by Chris Burand Do bank stockholders benefit from acquisitions of P/C agencies? The answer? Yes,...
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COMMUNICATION BUILDS TRUST by Bill Cates Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withhold...
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CSR: Hello, (PROSPECT NAME). This is (NAME) from (ABC AGENCY). (PRODUCER NAME) looks after your Commercial business...
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YOUR AGENCY NEEDS TO SAVE TIME RIGHT NOW by Grace Bauer In these tough times, your agency needs to operate as efficiently as possible so that you can maintain your book, sell more busines...
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The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.