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Articles tagged with need
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To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.
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CULTIVATE RELATIONSHIPS TO CULTIVATE SALES by Maribeth Kusmeski Cultivating relationships proactively is often an afterthought. Were just too busy trying to get through the workloa...
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CULTIVATING THE AGENCY TEAM by Carol Hammes Use these ingredients to build and maintain an effective operation. Whether your agency's business plan includes growth from internal pr...
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CURBING WORKPLACE DRUG AND ALCOHOL ABUSE $100,000,000, 000 a year. Thats how much the federal government estimates that drug and alcohol abuse costs American businesses. If you th...
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CUSTOMER LOYALTY AND RETENTION PRIMER by Lynn Thomas In todays highly competitive marketplace, customer retention is a critical success factor. IIAAs Best Practices lists i...
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CUSTOMER SERVICE: THE AGENCY STAFF SURVEY by Preston Diamond Find out if your CSRs are willing and able to provide quality client service. If you can't service your curre...
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Your client and prospect databases are valuable resources that could cost the agency a bundle if they fell into the wrong hands. Yet under federal copyright law,...
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DEALING WITH THE PRODUCER WHO'S LEVELED OFF by Dave Kahle If a producers performance is lagging, heres how to turn the situation around. Every manager has, or will, c...
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DEFINE SERVICE TO YOUR CUSTOMERS SERVICE ABOVE AND BEYOND Most agents, when asked by the consumer why he or she should do business with them, will say, 'Because we give great service.' But w...
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DESIGNING EFFECTIVE SURVEYS by Mike Manes This is the latest in a series of articles on organizational management and leadership by Mike Manes. The first article created a Management ...