Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz...

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

Producer Success Lesson 8

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

PRODUCERS NEED MEDIA EXPOSURE Because of constant change and information overload, producers need ongoing media exposure that breaks through the psychological barriers consumers erect. Constant chan...

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

PRODUCT OR SERVICE? by Jack Burke Product or service? That is the conundrum, the rub, the question! And the answer to that question could contain the secret ...

PRODUCTIVITY UP, PROFITS DOWN by Carol Hammes It's common wisdom that profitability should track directly with productivity. Often this is true: If the employees are more productiv...

PROFESSIONAL DESIGNATIONS FOR CSRs by Mary Beth Bolen Education is often termed a 'ticket to success'-and with good reason! More and more career-conscious agents and their office-support perso...

PROFESSIONAL SERVICES MARKETING; A STRATEGY FOR PROVIDING CLIENT SATISFACTION by David DePaolo, JD, MBA An Overview Most professional services are highly personal in the nature of...