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"Nothing happens until a sale is made." I hear this familiar saying often from successful agents. While the statement is true, I would add, "A sale can't be made until a prospect is identified and is willing to hear what you have to say." A

It's time for Dave to once again hammer his producers on why they aren't meeting their goals. But he's sick of hammering; it's the same old tired dance, month after month and year after year. He wonders if anything is ever going to change. (Sound

An independent agency can be no better than its producers. Let's consider some ways you can find good candidates, eval-uate their strengths and help them bring in business.Let's start with a few considerations. The worst time to look for a producer

The most successful producers aspire to become the market leaders in their territories. There's still more than three- quarters of the year left, which is enough time for you to make great strides toward becoming the market leader in your area

A QUESTION I commonly pose to workshop audiences is, "What's your brand?" Answers vary. Attendees may name an agency, company or spokesperson (live or animated). I rarely receive the answer I'm seeking. I keep hoping an entire

In the world of producers, one person in particular is revered and held in a certain amount of awe, especially by newer producers. This person is the grizzled veteran who has a war story about every situation, has encountered every kind of buyer

The difference between sales success and failure seldom has much to do with traditional selling skills like making presentations, overcoming objections, and closing, and more to do with time management, organizational and self-management skills. Most

I have a new standard for personalized customer service. Orville, my trash collector, has set it! I was checking on a friend's house while he was out of town for several months. When I entered his garage, it became apparent he had forgotten to