Letters (Sales)

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.

When you come right down to it, failure is a word we use to describe anything short of absolute success. Like perfection, success is unforgiving, when measured systemically. You either succeed or you don’t. For many people, there is nothing between success and failure. It’s an either/or, all-or-nothing outcome. Get an interesting and inspiring perspective on the concept of failure in this document by Mitch Axelrod.

The high-hazard workers’ compensation program powered by Pride Risk can provide a viable solution for any client that is having trouble finding affordable workers’ compensation coverage—regardless of industry. However, some businesses have inherently high risks due to the nature of their work, and specific governing codes can indicate that a company will need a specialized workers’ comp solution.

Let Pride Risk be your solution for these difficult cases. You’ll be able to deliver immediate savings and long-term financial stability for your clients with a program that is designed to fit their specific risk management and financial objectives.

In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."

In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."

No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.

That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.