Offering business continuity planning services benefits you and your clients alike.
In theory, business continuity planning is a slow process. Ask a question and wait for the answer, ask the next question and wait again.

BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

CAN'T WE ALL JUST GET ALONG? by Al Diamond Conflict Resolution in Insurance Agencies You tell your clients and your carriers that your agency staff is not just professional and expert in the...

CAREER DEVELOPMENT - AGENCY TRAINING AND DEVELOPMENT 'What career development guidelines would you suggest for a young person entering the industry, and what steps would you recommend to an ag...

CHOOSING THE RIGHT MARKET FOR YOUR AGENCIES by Janet Lewis After the work that goes into finding and qualifying prospects, getting in the door, and gathering the proper data to quot...

CLAIM PROCEDURAL GUIDELINES by Mary Beth Bolen Of all the things a customer service representative (CSR) does for clients, you and the agency are most directly affected by the clients' receptio...

CLAIMS QUESTIONNAIRE NAME:______________________________ PHONE #:_____________________ TYPE LOSS:__________________ DATE:___________ COMPANY:___________ The purpose of thi...

CLIENT RELATIONSHIP-BUILDING Dear (Customer Name), You are VERY important to us and I wanted to let you know that we appreciate having you as a customer of our agency. I am writing you today to ...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.