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CROSS-SELLING: WHAT WENT WRONG? by Jack Burke Why don't agencies invest more energy in cross marketing additional policies to existing customers? ...
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To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.
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'Nothing happens until somebody sells something.' Traditionally, in the independent insurance agency that 'somebody'...
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CSR EXTRAORDINAIRE by Mary Beth Bolen Tina Roberts currently works as a CSR for Cosmo Conte at his State Farm Insurance Agency in La Jolla, California-one of the top State Farm agencies in North...
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CompleteMarkets Editor, IIABA Virtual University Faculty IIABA Virtual University Faculty
4/30/2013 10:36:58 PM
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CSR JOB TITLES by the IIABA Virtual Faculty For eons (it seems), the persons who directly serviced clients in the agency have been referred to as Customer Service Representatives (...
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CSR TRAINING Often people newly hired to work in an agency are given a quick tour of the office and briefly introduced to their associates. They may be given a copy of the office manual (if there is ...
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CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...
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CSRS: WHATS IN A NAME? by Jack Burke After considering this topic for years, Ive finally screwed up the courage to put it into words. The specific name that I&...
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CULTIVATING THE AGENCY TEAM by Carol Hammes Use these ingredients to build and maintain an effective operation. Whether your agency's business plan includes growth from internal pr...
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CULTIVATING YOUR P.R. CAMPAIGN: BEGIN AT THE BEGINNING by Michael Maynard Growing a strong and healthy garden doesnt begin in the spring. The real work takes place in the winter ...