WE ALL have routines, or processes, that we use repeatedly to get from point A to point B. For instance, most of us have a process we follow to get to work each morning, involving personal grooming, dressing, eating and driving to work. Sometimes,
This article was derived from Mr. Redmond's presentation at the 2004 CPCU Society Annual Meeting and Seminars, which was held in October in Los Angeles. EVERY insurance agent has been there: You spend hours developing a great proposal and make a
Prospect Objections Can Be OvercomeClient objections during the sales process are as inevitable as night following day, and they can crop up at any time--during ...