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.

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.

RELATIONSHIP BRANDING: FULFILL THE PROMISE OF YOUR BRAND by Patricia Berry Although the basic idea of your brand mi...

REQUESTS FOR PROPOSAL: UPGRADING AGENCY AUTOMATION by Virginia Bates Get the right fit between your agencys needs and the technology you use. The analogy b...

RETAINING LIFETIME CUSTOMERS by Brenda French At renewal time, customers have one question that they expect their broker to answer: 'What have you done for me lately?' If that question is...

RETENTION AND RENEWALS: TWO NEW STEPS FOR PRODUCERS AND CSRs by Preston Diamond The higher your agencys referral and renewal rate, the stronger your bottom line. In this docume...

RETHINKING APPROACHES TO CUSTOMER SERVICE by Jack Fries You can distinguish your customer service from other 'ME TOO' agencies by dividing the paper processing and service functions. Whet...

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.

SALES SUCCESS DEPENDS ON THE QUALITY OF YOUR CONTACT by Emily Huling You've been told that sales is a game of numbers. Through tireless effort, you've established a prospect list of 700...

SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...