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WHY BUY INSURANCE FROM YOU? by Chris Burand I've asked hundreds, probably even thousands, of agency personnel why people should buy insurance from them. I estimate that 95% answer, 'We pr...
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The No. 1 complaint from customers almost invariably involves communication . . . or lack of it. According to industry statistics,...
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WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...
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WHY GOOD CSRS LEAVE AND HOW TO RETAIN THEM by Jack Fries Offer this career path to keep quality CSRs from moving on. When I ask agency owners and managers to name t...
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We aren't born to withhold; we had to learn this behavior. And if we learned it, we can unlearn it. Mitch Axelrod teaches you how to become more aware, more conscious of how, what, and from whom you withhold.
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WORKING YOUR PLAN FOR RENEWALS by Mary Beth Bolen Remember when 'renew same' or 'renew as is' with your initials written on the copy of a declarations page were acceptable directives for a...
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WORLD-CLASS CUSTOMER SERVICE by Diane Herbert and Pamela Millard What sets your agency apart? What do you do better than othe...
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WOWING EMPLOYEES: THE FOUNDATION TO HIGH PROFITS by Lynn Thomas Recently, I participated in a 10-day road show for an insurance company. During a dry run of my presentation on customer re...
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WRESTLING PROFITS FROM SMALL COMMERCIAL ACCOUNTS by Sharon Cunningham This article by Sharon Cunningham will discuss the difference between the agencies that handle small accounts because t...
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The purpose of my call today is to ask you some questions about your present policy so I may provide you with a coverage and price comparison.