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The Rough Notes Company Inc.

Management

    OBJECTIONS: A CATALYST TO WIN MORE BUSINESS

OBJECTIONS: A CATALYST TO WIN MORE BUSINESS

BEYOND INSURANCE Tips for moving past challenges, reluctance, and doubt Knowing how to handle objections is a critical element of sales success. In this article, I will describe a step-by-step process to use objections as a catalyst to win more business. What is an objection? By definition, it is the “action of challenging or disagreeing with something … an expression of disapproval or opposition.” Objections are a fact of life.

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    WHEN AGENTS AND RISK MANAGERS INTERSECT

WHEN AGENTS AND RISK MANAGERS INTERSECT

RISK MANAGERS’ FORUM Working together to enhance solutions, boost satisfaction, and increase retention When we purchase gasoline, how many of us ask about “particulars,” such as the presence of MTBE? Do we ask about the sulfur content of home heating oil before we arrange for a delivery? What about the fat content of that fast-food double cheeseburger? Do you consider that before you place an order? More important, you may

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    DO YOU NEED TO ADJUST YOUR STRATEGIES?

DO YOU NEED TO ADJUST YOUR STRATEGIES?

Winning Strategies A blueprint for assessing and realigning your growth strategies Getting the results you want depends largely on the strategies you have in place and how well you implement them. Consistency is equally important. Is your strategic approach sporadic or systematic? If you’re sporadically implementing your strategies, you probably won’t get great results. Conversely, you’re sure to get great results if you can identify the right strategies and implement

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    FOCUS AND SAFETY

FOCUS AND SAFETY

Strong leaders must pay attention to—and protect—employees, themselves, and their organizations The day we got Jazz was a tough one. We still had Misty, who was aging fast, and we had just lost two-year-old Abby to a freak accident. We’d been to the pet store and shared our story with a shelter volunteer. “I have the perfect dog for you!” she said. “Please come back next Saturday and meet Jasmine.”

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    PERSONAL BRANDING: LESSONS LEARNED FROM MICHAEL JORDAN

PERSONAL BRANDING: LESSONS LEARNED FROM MICHAEL JORDAN

Beyond Insurance Twelve strategies you can use to build your personal brand Although Michael Jordan may have last laced up his hightops in 2003, he now ranks first in Repucom’s Celebrity DBI, which tracks awareness and consumer sentiment for nearly 4,000 celebrities in the United States. Jordan is now the most marketable person in the United States, ahead of icons such as Oprah Winfrey, Bill Gates, and Tom Hanks. He

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