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...ewhat ready to buy - will lead to profits. What might be less obvious is that ... strengths and preferences match those of your prospect. Bear in m...

...fair claims in 2026 Most roundups of the best renters insurance companies ra...s coverage for the dwelling itself and often costs several times more. If you ...

...ose. The “R” zeroes in on agency profitability. It stands for retention, rene...’ll start to receive an endless stream of referrals.

...hen and where did you practice? How often? When you just made a good shot afte...ies or sinking putts, requires a sense of play and creativity. If you want new...

...gency. In the long run, the quality of your salespeople will determine the success of your business. For your sales and earni...uring the search period), plus all out-of-pocket expenses. You'll need to weigh these expenses against the cost of finding and screening candidates you...

... an internship program available if they are planning on college. This approach may provide some high-quality candidates and will help build your agency's image in the schools and the community. Let the placement offices of colleges in your area know that you're interested in both graduating seniors and alumni who may have been out of school for several years. Try to choose candidates with a B' average (those with higher grades tend to be product- rather than sales-oriented) who have proven their motivation by earning at least half of the money to put themselves through school. Free sales seminars in your agency, open to anyone interested in improving his or her selling skills, are another recruiting technique. You can find students from personal observation, from referrals, or by advertising in the local paper. Your top producers ... send each potential recruit a personal letter every month and invite recruits to lunch every six months. Creating a stable of candidates can protect you against the dangers of crisis recruiting. Trying to come up with a qualified producer on short notice and under pressure is extremely difficult. Without a reservoir of recruits you may be forced to hire someone immediately and in haste, which is likely to result in a poor land expensive) choice. A continuous, systematic recruiting program avoids the problems of crisis recruiting and helps put you in charge of your bottom line. Sources for Potential Producers Recruiting salespeople is a matter of prospecting, no different in principle from your effort to maintain and extend your base of potential customers . These guidelines  will show you how and where to seek out future salespeople. Your ...

... a compelling need to know the answers to everything. (They see it as a mark of their professionalism.) You needn't wear a dirty trench coat and smoke a stogie like Columbo, but at some point you've got to loosen up and let your prospects figure out for themselves that they have a problem. This is called acting. Many think it's a dirty word; they remember the first grade, when the teacher asked a question, and their hands were up and waving furiously. There was something special about being the first and the brightest back then. But now, having instant answers could be a problem. Anyone close to you; spouse, partner, boss, therapist, minister, could name your flaws in a minute. If they did so, you would probably deny ... have some fun." You're right. If you can't find a way to make it fun, it's not going to happen. So the question is: How can you make learning to sell better, learning to ask different, more effective questions fun? Ben Crenshaw is a right-handed golfer. Once he was aiming at a green on a peninsula surrounded 90% by water. His second shot landed on the far left side, only inches away from the water. A normal right-handed shot was out of the question. Now, Ben's nature was to be creative, have fun, and try weird things when he practiced. It paid off on this shot. He pulled his putter out of his bag and, taking a left-handed stance, held the face of the putter vertically rather than ...