Layoffs

The Lie About Leads

I get a dozen e-mails a week offering me “free leads.” Most of these advertisements are bait to get agents to sign on with a particular insurance wholesaler or product provider as they grovel to add value by providing agents tools that will help make sales. But let’s take a closer look at what the industry calls a “lead” as this word is used inconsistently. The agent needs to know what’s being offered. Cold lead—this is worthless—it’s a name form a mailing list broker. The...

Customer Management Relationship

The catch phrase of the 1990s, Customer relationship management, was an instant darling of large and medium business houses, which in theory promised to develop and manage a happy and cordial relationship with customers. Now a decade and more into customer relationship management, organizations are slowly realizing that the unwieldy process is no longer easy to handle easily, as they initially thought, and forging a relationship forever is not gaining ground. The reasons f...

The CEO And The Yellow Notepad

It was just a Yellow, Legal sized Notepad, but it made this millionaire CEO's sales force more productive, less stressed and happier, at work and at home. How could a simple yellow notepad have such power? Here is the story: The millionaire CEO gave each of his employees a yellow, legal sized notepad and a pen. He also gave them these instructions: 1. Carry the notepad and pen with you at all times during your workday. Keep it handy, and within reach. 2. In th...
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