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A CHRISTMAS CONTRIBUTION Clients appreciate receiving Christmas cards and letters. It's nice to know that someone out there cares and wants to be remembered. Several years ago, IMMS received a me...
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A CREATIVE WAY TO SELL 'UMBRELLAS' IMMS Member Wayne Smart of Fry, Jordan & Wilson, Inc., South Boston, Virginia sells Personal Umbrella insurance by the bucketful. Here's how: Wayne tapes a pape...
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This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.
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ACCIDENT/SICKNESS Dear (Customer Name): 'ME? I NEVER GET SICK!' How many times have you heard - or said - this? Probably more than you can count. However, you can get sick or have an a...
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ACCOUNTS RECEIVABLE Dear (Customer Name): Can you imagine sending the following letter to all your customers? 'Dear Customer: Last weekend an explosion destroyed all our accounts receivable recor...
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ACCOUNT-UPGRADING Dear (Customer Name): Clients often ask us, 'Do I need to bond every single one of my employees to make certain I'm protected?' The subject of bonds can seem complex, but at (Yo...
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ACKNOWLEDGE CLAIM DATE [CLIENT MAIL NAME] [ADDRESS1] [CITY], [STATE] [ZIP] Dear (Customer Name), Thank you for reporting your recent claim so promptly. We have sent the report to [POL...
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Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.
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AGENCY BROCHURE ENCLOSED Dear (Customer Name): Thank you for letting us take the opportunity to review your insurance program. Before we meet, I thought I would share a little of our firm's backgro...
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AGENCY INTRODUCTION Dear (Customer Name), Allow us to introduce ourselves: We are (Your Agency Name) and have been doing business in (Name of City) for over ( ) years. We are an independent ins...