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... New York City, they got all their fine things appraised by Leo McCarthy, the ... for a man who died in 1943 to sign a fine-art appraisal in 1991. The lawyer did not file suit and a fraud was thwarted. The insurance company put some e...

...son to call in an expert to help define a solution. For example, if one of ...aged the services of an expert in the fine arts market who's in a better position ...

.... Well-written correspondence is a fine way to display your style and abilitie...

... lost business. These steps are the preliminaries to creating a professional agency as compared to the Mom-and-Pop shops that still dot the landscape. The professional agency knows how to move in the right direction to grow. The Mom-and-Pop shop believes that the fates control its destiny and trust in luck. Which would you prefer? This article is taken from the ACG Pipeline newsletter and is reproduced with permission. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Highway, Cherry Hill, NJ 08034, ( ... . The key to moving into the next generation of growth is to develop a deeper understanding of the power of management. Management is a productive profession, not a frill that can be trimmed in favor of sales or service. How do you explain the appreciation of fine painting to a blind man? He knows he can live without it and can't understand the fuss about applying some textured paint to a canvas. If he were able to see, he might find out that art adds a dimension to his life that he never ... existed. Most owners of small agencies facing the $2 million ceiling without knowledge of management are like the blind man. The only way they know to grow is to repeat they've done in the past, but since the old familiar methods no longer work, they're at a loss. New ways seem risky. But they don't have to re-invent the wheel. All they need do is review similar companies that have grown through the $2 million mark and into double-digit growth. They'll find that these companies hire enough of the right ...

... lost business. These steps are the preliminaries to creating a professional agency as compared to the Mom-and-Pop shops that still dot the landscape. The professional agency knows how to move in the right direction to grow. The Mom-and-Pop shop believes that the fates control its destiny and trust in luck. Which would you prefer? This article is taken from the ACG Pipeline newsletter and is reproduced with permission. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Highway, Cherry Hill, NJ 08034, ( ... . The key to moving into the next generation of growth is to develop a deeper understanding of the power of management. Management is a productive profession, not a frill that can be trimmed in favor of sales or service. How do you explain the appreciation of fine painting to a blind man? He knows he can live without it and can't understand the fuss about applying some textured paint to a canvas. If he were able to see, he might find out that art adds a dimension to his life that he never ... existed. Most owners of small agencies facing the $2 million ceiling without knowledge of management are like the blind man. The only way they know to grow is to repeat they've done in the past, but since the old familiar methods no longer work, they're at a loss. New ways seem risky. But they don't have to re-invent the wheel. All they need do is review similar companies that have grown through the $2 million mark and into double-digit growth. They'll find that these companies hire enough of the right ...

...do you explain the appreciation of fine painting to a blind man? He knows he c...fuse to invest in people and learn the arts of delegation and management. They...

... message from a referral, it usually gets returned! These elements of commonality and endorsement don't just make the first conversation easier. They also significantly increase the chance of the final sale. You'll get fewer obstacles and objections, you'll immediately operate from a higher level of trust, and your new prospect-turned-customer will have a stronger sense of loyalty right from the start. Barry Graham Munro, in his book Smart Salespeople Sometimes Wear Plaid, says, "To some, a referral is merely a name. However, a referral is actually ... process. For most of us, we're spending time prospecting. He suggests, "maybe we should call ourselves prospectors instead of salespeople! Of course, then we'd have to grow beards and everyone would want to see our mules. No, the title salesperson is fine, so long as we know that our real job is prospecting." Without question, prospecting for referrals is the best prospecting system you can use. To achieve sustained success in the insurance business, you must become a master prospector. Why prospect with cold ... when you can prospect for referrals? You'll spend more time in front of more qualified buyers, you'll make more sales, and you'll experience much less stress. 4. Target Niche Markets Creating a reputation for you and your company within one or more niches can substantially increase your referral business. When you target an industry or affinity segment, requesting referrals is more effective. You gain a high level of expertise which will help you serve your prospects and clients better right from the start. When you target a specific industry or affinity ...

... message from a referral, it usually gets returned! These elements of commonality and endorsement don't just make the first conversation easier. They also significantly increase the chance of the final sale. You'll get fewer obstacles and objections, you'll immediately operate from a higher level of trust, and your new prospect-turned-customer will have a stronger sense of loyalty right from the start. Barry Graham Munro, in his book Smart Salespeople Sometimes Wear Plaid, says, "To some, a referral is merely a name. However, a referral is actually ... process. For most of us, we're spending time prospecting. He suggests, "maybe we should call ourselves prospectors instead of salespeople! Of course, then we'd have to grow beards and everyone would want to see our mules. No, the title salesperson is fine, so long as we know that our real job is prospecting." Without question, prospecting for referrals is the best prospecting system you can use. To achieve sustained success in the insurance business, you must become a master prospector. Why prospect with cold ... when you can prospect for referrals? You'll spend more time in front of more qualified buyers, you'll make more sales, and you'll experience much less stress. 4. Target Niche Markets Creating a reputation for you and your company within one or more niches can substantially increase your referral business. When you target an industry or affinity segment, requesting referrals is more effective. You gain a high level of expertise which will help you serve your prospects and clients better right from the start. When you target a specific industry or affinity ...

... message from a referral, it usually gets returned! These elements of commonality and endorsement don't just make the first conversation easier. They also significantly increase the chance of the final sale. You'll get fewer obstacles and objections, you'll immediately operate from a higher level of trust, and your new prospect-turned-customer will have a stronger sense of loyalty right from the start. Barry Graham Munro, in his book Smart Salespeople Sometimes Wear Plaid, says, "To some, a referral is merely a name. However, a referral is actually ... process. For most of us, we're spending time prospecting. He suggests, "maybe we should call ourselves prospectors instead of salespeople! Of course, then we'd have to grow beards and everyone would want to see our mules. No, the title salesperson is fine, so long as we know that our real job is prospecting." Without question, prospecting for referrals is the best prospecting system you can use. To achieve sustained success in the insurance business, you must become a master prospector. Why prospect with cold ... when you can prospect for referrals? You'll spend more time in front of more qualified buyers, you'll make more sales, and you'll experience much less stress. 4. Target Niche Markets Creating a reputation for you and your company within one or more niches can substantially increase your referral business. When you target an industry or affinity segment, requesting referrals is more effective. You gain a high level of expertise which will help you serve your prospects and clients better right from the start. When you target a specific industry or affinity ...