SOFT MARKET - EMPHASIZE SERVICE Dear (Customer Name): WHEN IT COMES TO SERVICE, (Your Agency Name) STANDS ALONE. We know you expect top-quality insurance service at an affordable price. At (Your Ag...

SOLICITING PERSONAL BUSINESS FROM COMMERCIAL ACCOUNTS Dear (Customer Name): You've been a valued customer of (Your Agency Name) since ( ), and we want to take this opportunity to thank you for your...

SOLIDIFYING REVIEW APPOINTMENT Dear (Customer Name): I'd like to thank you for allowing me to review your insurance program. The time spent looking over your present policies and asking you questio...

JUST LIKE SHOPPING FOR INSURANCE AT A SUPERMARKET! Dear (Customer Name): When you want to buy groceries, do you run around town to the butcher, the baker, the candlestick maker...

SPEED: A NEW ENTITLEMENT by Jack Burke A benefit or a gift can quickly become something the receiver expects to get. Customer satisfaction, for instance, was originally a goal for businesse...

STOP TRYING TO AVOID OBJECTIONS! by Bill Cates Whether youre asking for referrals, calling to set an appointment, or asking a prospect to become a client and you seem to get a r...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...

SUPERMARKETS - COMPARISON SHOPPING Dear (Customer Name): A SUPERMARKET MAY NOT SEEM LIKE A RISKY BUSINESS . . . yet you know that the risks involved are great. So do we. We're (...

TARGET LARGE BUSINESSES Dear (Customer Name): Is your insurance agent satisfied? He or she shouldn't be. Your company's assets might be valued in the millions of dollars, all exposed differently ...

If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!