Winning Strategies: Why “Johnny” can’t sell
According to Roger Sitkins, it takes a certain kind of person to be a good producer. Read on for his take on the fundamental qualities it takes to succeed.
Complying with the DOL’s Overtime RuleTuesday, December 17, 2019
Do you know how to help your clients comply with the ne...
Ask the Experts: Biggest Challenges Facing Brokers in 2020Tuesday, December 10, 2019
We recently released the findings of our 2019 Broker Se...
Ask the Experts: What Will Accelerate Agency Growth in 2020?Wednesday, January 15, 2020
As we begin the new year—and a new decade—many of us ar...
Video: Ross Shafer on customer service
In this video, motivational speaker Ross Shafer speaks about what customers really want from their service representative: customer empathy.
What is the prospect looking for?
What happened to basic sales skills? I recently sat in a sales presentation where the salesperson opened up their laptop,...
Eight steps to wowing prospects
Preparing for that first prospect meeting? These eight steps are designed to ensure that you achieve your primary goal—securing a second meeting.
Winning Strategies: It’s tough decision time—Are you prepared?
In this comprehensive article, Roger Sitkins, CEO of Sitkins International, discusses what difficult changes successful agencies need to make to excel in today's market.
Trokey’s Take: Shortcut to sales success
Are you looking for a shortcut to sales success? Well, I have bad news, good news, better news and then...
Wow, this economy rocks!
No, I’m not brain dead, but after spending a few weeks talking to brokers, I feel I need to speak...
Video: How important is being friendly?
Jeffrey Gitomer explains why being friendly is one of the top three qualities to have in sales. And find out about the real relationship between friendly staff and loyal customers.
Video: The power of a positive mental attitude
In this video, sales guru Jeoffrey Gitomer offers some advice on the power of positive thinking.
Compare Your Company to Industry Standards Using Data from the Mod
by Kory Wells, WorkCompEdge Blog Editor One of the more dreaded phrases in the English language – particularly on high...
Layoffs: Ten Techniques to Avoid or Minimize Claims
by Maureen Gallagher, WorkCompEdge Contributor Layoffs have become an unfortunate reality of everyday life in America. While historically layoffs are...
Success story: Small agency garners big rewards with Zywave
Darryl Fawcett, CLU, ChFC, President of The Fawcett Group, has always had unwavering faith in his Houston, Texas-based employee benefits firm, but was resigned to believing that his small agency lacked the manpower and resources to compete with the bigger firms.