Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

COACHING WINNERS by Brenda French 'Remember, the purpose of effective coaching is to catch your employees doing something right!' Two of the most-common reasons for small-busines...

COMBINING INSURANCE AND FINANCIAL SERVICES: REALITY CHECK by Carol Hammes After the Barnett decision in Florida and the subsequent passage of the Gramm-Leach-Bliley Financ...

COMMERCIAL AND PERSONAL LINES PROSPECTING LETTER Dear (Customer Name), I'm dropping you a simple note today to say one simple thing: WE WANT YOUR BUSINESS!! And that we're more than willing to g...

The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

Now that you’ve decided on the markets to pursue and your marketing approach, it’s time to initiate the plan. In this final article of a three-part series Jack Fries discusses the steps you’ll take to implement a successful marketing and sales strategy.

COMMERCIAL LINES MARKETING PROGRAM by Al Diamond This documentcovers issues as diverse as agency budgeting, how to post an effective classified advertisement, and marketing carr...

COMMERCIAL LINES PRE-APPROACH Dear (Customer Name), HOW WELL DO YOU KNOW YOUR INSURANCE? With so many demands on their time, many business owners find it difficult to learn enough about t...

Dear (Customer Name), ARE YOU FED UP? By insurance, that is. If so, I understand. Quite frankly, so is the rest of the world. That's why... NOW,...