SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...

SUCCESSFULLY GOING BROKE by Roy Phillips Various studies conducted by an aggregate of trade groups report that insurance agencies and brokerages suffer from inconsistencies in manag...

SUGGESTED SCHEDULE FOR RETENTION OF BUSINESS RECORDS KEY: 'P' means that the records should be retained permanently. Figures represent the number of years for retaining records. 'AT' means ...

SUPER SERVICE: A PROCESS, NOT A PROJECT by George Nordhaus We often see 'service' as a magic word-the 'open sesame' that will somehow ensure customer retention and build bottom-line profits....

SUPERMARKETS - 'OFF THE SHELF' INSURANCE Dear (Customer Name): INSURANCE? IT'S ON AISLE FOUR, NEXT TO CANNED GOODS. Yes, we know you don't sell insurance at ( ). The value of an adequ...

SUPERMARKETS - COMPARISON SHOPPING Dear (Customer Name): A SUPERMARKET MAY NOT SEEM LIKE A RISKY BUSINESS . . . yet you know that the risks involved are great. So do we. We're (...

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...

SUPERVISORS AND MANAGERS SPEAK OUT! by Grace Bauer 'I may have the title of Commercial Lines manager, but I don't have the responsibility!' I've heard this lament more than once ...

It's easy to lose sight of the fact that agencies are in the service business. But consider that all agents sell the same product-insurance. Why do some agencies blossom while others wilt? Service and marketing are keys. Too often, getting new customers (through marketing) is emphasized at the expense of keeping customers (through service). You have to do a first-rate job at both to have first-rate growth and to control expenses

SURVEYS SUBSTANTIATE THEORY: RETENTION EQUALS GROWTH When striving to make an agency grow, most agency managers focus on increasing new business. But it's just as important to address improv...