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WHY IS SELLING SO HARD? by Michael Lovas Actually, its not. The problem is that because many financial advisors and producers dont understand the process, they make it hard ...
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HARDENING P/C MARKET SHOULDNT STOP GROWTH IN LIFE/HEALTH SALES by Emily Huling A lot of agents are breathing a sigh of relief over the hardening of the Property/Casualty market, but ...
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DOS AND DONTS: ADVERTISING IN AN ECONOMIC DOWNTURN by Richard Barry Advertisers reactions to negative economic circumstances vary; some increase their bud...
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THE CONCEPT OF SHARING IN MENTORING AND MARKETING by Jack Burke When writing an article for IMMS subscribers, I often feel like I'm preaching to the choir. ...
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CUSTOMER SERVICE: ONE BAD APPLE by Jack Burke Unhappy employees result in unhappy clients. Every so often we all experience some degree of in...
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CONVEY BAD NEWS POSITIVELY There's nothing like being the bearer of bad new. Yet this letter shows how you can inform your clients of what's going on, to position yourself as the clien...
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How to create a calm, cohesive, and accountable working team.
Personnel challenges are not uncommon when you’re a manager. But how does a manager know if the root of the problem lies in the employee or the manager?
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AGENCY MANAGEMENT: SEVEN BIG STRATEGIES by Pamela A. Millard and Diane M. Herbert If you build your agency around these seven key strategies by Pamela A. Millard and Diane M. Herbert, the up...
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COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...
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ELIMINATE CUSTOMER SERVICE NIGHTMARES WITH 'CARRE' by Jack Fries Wouldnt it great if you could get all of your customers to come back every year? For starters, you should put '...