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.

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 ...

O'NEAL, DELHOMME, TOMS, AND DELAHOUSSAYE A GOOD FIT ! by Mike Manes This is the second in a series of articles by Mike Manes on managing organizations and leading people. The fir...

TECHNOLOGY AND THE AGENCY: A PRIMER by Ken Buehler Recently I met with an agency that had a state-of-the-art computer system. The system did everything, and then some! ACORD certificates, bind...

THE VALUE OF MAKING MISTAKES by Chris Burand In the December 24, 2001 Fortune magazine, Michael Schrage ...

Are independent insurance agents on the verge of extinction? On the MisFortune 500 list of endangered occupations? You might think so after reading some of the press. For a different perspective, Kevin Stipe offers his observations of current and past trends and market conditions to prove that we’re not necessarily going the way of the dinosaur and the door-to-door encyclopedia salesman.

Dear (Customer Name): It's frightening how quickly things change. Take your insurance policy. You may have signed it yesterday, but it could already be outdated. New legislation...

BANKS AND INSURANCE: DO YOUR DUE DILIGENCE by Fred Dent The power of the Internet as n information resourc...

SET MARKETING EXPECTATIONS by Al Diamond Agents who use a professional marketing method are easily recognizable theyre the most active and successful marketers. Al ...

PRODUCERS NON-SOLICITATION AGREEMENT THIS AGREEMENT is entered into between [XXX INSURANCE AGENCY, INC.] as 'Agency' and ________________________ as 'Producer'. ...