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MINE THE INTERNET FOR PROSPECTS by Steve Anderson You can strike gold if you know where to look. A good place is the Internet. Insurance is all about making sales. And yo...
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DIRECT CUSTOMER COMMUNICATIONS: WINNING STRATEGIES AND LOST OPPORTUNITIES by Richard Barry Ever feel like youre talking to a brick wall because no matter what you try, you just can...
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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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GETTING BACK TO BASICS by Andrew J. Byrne Don't let anyone tell you your copy is 'too long' or that 'no one will read all that.' Someti...
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PERSONAL LINES RECORDS INCREASE REVENUE! by Grace Bauer People don't pay much attention to Personal Lines when it comes to account rounding, the yearly renewal review, and new busin...
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AGENCY CLUSTER PROFILE Use this form to evaluate rate potential cluster partners. ...
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COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...
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THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...
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VALUATION AND STRUCTURING OF BUSINESS COMBINATIONS by Carol Hammes There are three key elements that must be considered when valuing and structuring a business combination between insurance agen...
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ESTABLISHING A MARKETING DEPARTMENT - AND WHO SHOULD RUN IT by Catherine Oak and Bill Schoeffler Agencies that establish an effective centralized marketing department as...