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producers
Articles tagged with producers
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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...
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THE LU AND THE TORPEDO: A TALE OF TWO PRODUCERS by Chris Burand To paraphrase Robert Louis Stevenson, 'All men are salesmen, selling themselves, its just that not all men kn...
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THE NEGLECTED ART OF SALES MANAGEMENT -HOW MUCH IS IT COSTING YOU? by Bill Hoos Why your agency cant afford not to have an effective sales manager. Im c...
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We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.
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THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...
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THE PRESS RELEASE: MAKE SURE IT'S NEWS Press stories on your business, products, services or employees can be extremely valuable promotional tools. Published articles often carry greater credibil...
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THE PRICE OF GROWTH: COMPENSATING NEW PRODUCERS by Lee Schexnayder When agency owners discuss hiring producers, the question...
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THE PRODUCTION WINNERS CIRCLE by Mike Manes The dictionary defines producer as a person or thing that produces. Production is the act or process of prod...
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Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"
Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.
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THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...