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... 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. Overheard at the country club: Golf Student: Is it spelled p-u-t, or p-u-t-t? Golf Pro: P-u-t-t is correct. Put' means to place something exactly where you want it. Putt' is the vain attempt to do the same thing. Self-promotion is a lot like ... joke. You want to convey a particular message, and you've targeted a certain market where you want that message to be effective — so the trick is to place the right message exactly where you want it. Effective self-promotion makes the insurance business fun; ineffectual or no self-promotion can make it more difficult. So you have to come up with effective methods to promote you that you feel good about doing. THE TARGET In his book See You at the Top, ' Zig Ziglar declares himself to be one of the all-time best ... of archery. That's right. He can help you aim an arrow better more often than the best archer in the world. And he can do it in about five minutes. Very impressive. Zig's method is simple. He'll stand you and the champion archer side by side and give each of you a bow and some arrows. He then equips the champion with one extra item — a blindfold. Zig spins the champion archer around in circles a few times, then tells you both to start shooting. Guaranteed: Your shooting ...

...g clients and prospects. He had a country club membership so that he could sel...something else always seems to come up and besides, who wants to pay double ta...

...ow their sales. Overheard at the country club: Golf Student: Is it spelled p-...evelop list of publishers with address and contact (date ): ______________ Mail article and follow up. Follow the steps in the Articles and Speeches section. Do it once — you’...