AGENCY TELEPHONE PROCEDURES: TELEPHONE EXCELLENCE by Karen Flaherty If you ask a group of customer service representatives to talk about problems they encounter on the job, the agency tel...

lsquo;AND KARNACK SAYS hellip; by Diane Herbert and Pamela Millard Take a close look at your capacity and take the steps needed to position your agency for the wild ride ahea...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

ARE YOU A PRODUCER OR A CSR? by Grace Bauer There are plenty of producers out there who are really CSRs. Are you one of ...

ARE YOU GIVING YOUR CUSTOMERS WHAT THEY WANT? by Al Diamond The first question is 'Do you know what the customers want?' If your answer is 'They always want the lowest ...

ARE YOU LISTENING TO YOUR CUSTOMERS? by Emily Huling On a recent business trip, I had dinner at one of the nicer family restaurants. A couple seated nearby had the same attentive server t...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

ASKS FOR REFERRALS Dear (Customer Name): You've been a valued customer for years at (Your Agency Name). As a discerning client, you recognize quality service. (Your Agency Name) is concerned w...

AUTOMATED TO SHOP ALL COVERAGES LET US DO YOUR SHOPPING Dear (Customer Name): Whether it's for Automobile, Homeowners, Boat, or any other type of insurance, we shop the market...