RECRUITING EMPLOYEES THE CUTTING-EDGE PERSONNEL ISSUE by Roger Herman, CMC, CSP Insurance agencies must have good people on their team in order to function. Without competent employees who know...

RECRUITING EMPLOYEES: A CUTTING-EDGE PERSONNEL ISSUE by Roger Herman, CMC, CSP Insurance agencies must have good people on t...

REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

RISK ABATEMENT IN A HARDENING MARKET: YOUR CLIENT AND YOUR FIRM CAN WIN WITHOUT LOSING by John Beringer No longer can you as the agent simply sit back and await the outcome of a client...

SAFETY AND SURVIVAL IN AN EARTHQUAKE, PART 2 THIRD EDITION-AMERICAN RED CROSS SPECIAL TIPS FOR DISABLED AND ELDERLY PERSONS A recent survey of census statistics revealed that an estimated...

SALES & MARKETING: MODULE IV INTRODUCTION The material in this module gives you suggested step-by-step approaches to selling Life insurance, explaining in depth e...

The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

TELEMARKETER'S SKILLS

You might look toward four basic types of people when you're searching for prospective telemarketers:

Your own administrative or service employees
Professional salespeople
Experienced telemarketers
New employees who express an interest in telemarketing, but have little or no sales background

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.