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UNLEASHING THE POWER OF CUSTOMER CARE by JoAnna Brandi Do we know who our customers really are? Do we know why they really buy from us? Do we know what their needs and desires are? Do...
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THE ESOP AS A VEHICLE FOR SELLING AN INTEREST IN AN INSURANCE AGENCY by Francis Willmarth In the early 1960s, Mortimer Adler and Louis Kelso published the Capitalist Manifesto, a...
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COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...
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WHAT BRANDING IS NOT by Patricia Berry Developing a consistent message is difficult when consumers can share their exp...
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WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...
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IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end, Manes has written this powerful, substantial document. The IMMS Management Center will post it in three installments. Used singly or in combination, these documents will help you build your skills and achieve your goals.
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PRODUCER SUCCESS LESSON 26:
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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TAX BENEFITS FOR S CORPORATIONS by Al Diamond Many insurance agencies have chartered themselves as sub-chapter S corporations over the years. The 'S Corp' was created so that companies co...
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ARE YOUR PRODUCERS DIAMONDS OR LUMPS OF COAL? Are your sales results less than exciting? Maybe your salespeople just don't have the right stuff . . . and never will. One leading psychologist, Mark ...
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FIND PROSPECTS BY USING THE INTERNET by Steve Anderson New business is the lifeblood of any agency. Although its important to retain existing client...