Search Results

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. A FEW weeks ago, a vice president of a large agency in New England called me to ask for help with her "wacko marketing

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's coumn is from Jeff Wodicka, CIC. MANY books and seminars are available to help agency managers hire fresh, untrained producers. The real management challenge

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from David Connolly, ARM. YOU'VE just landed a new client. The check has cleared the bank. The battle is over, and victory is yours. Now you can

WHAT do you do as an insurance professional to help your clients increase profits or reduce expenses? How do you help them improve efficiency? What non-insurance problems do you solve for them? If you want to distance yourself from the competition

INSURANCE agencies face a host of important questions right now in the face of a softening market. In any market, questions of fair compensation for producers and CSRs are near the top of the list. We recently had an extended conversation about

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. IF YOU have been thinks of selling your agency, an old saying might apply: You've missed the boat! At last the market is

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from David Connolly, ARM. VINCE Lombardi was fond of saying, "Winning isn't everything, it's the only thing," and, "Show me a good loser, and I'll

Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from Edwin L. Lamont. THE HARD market is history. If you kept your book of business intact, congratulations! I hope you enjoyed your raise. You