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,...

After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

DISASTER PLANNING FOR AGENTS by Steve Anderson If we arent prepared to deal with a disasters effects on our own operations, we wont be in a position to help our cli...

DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...

DO's AND DONT's FOR DEALING WITH THE PRESS DOs 1. Appoint one person in your organization to be the media contact to answer media inquiries. All such calls should be referred to that p...

DRUG TESTING AND EMPLOYEE ASSISTANCE PROGRAMS by Bill Grieb If you're in business, you must face some facts: 70% of all illegal drug users are employed either full or part time, indica...

DEALING WITH SUBSTANCE ABUSE If you're in business, you must face some facts: 70% of all illegal drug users are employed either full or part time, suggest...

Times have certainly changed. It wasn’t so long ago that you could open your doors and find a steady stream of customers ready to buy whatever you offered them. If they liked your company, they were loyal 'customers for life.'

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

Professional Agency Reviews invariably reveal backlog in most of the profit centers (Personal Lines, Commercial Lines, etc.). There’s no way to do regular account reviews for Personal Lines and small Commercial Lines, because the CSR 'doesn’t have time.' In this document, Jack Fries tells you how to motivate people to eliminate backlog and provide customers with the service that they deserve.