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CRM: THE 80/20 RULE by Patricia Czech Have you heard about the 80/20 rule of customer relationship management (CRM)? Many vendors and consultants are using this rule as a popular sales p...
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The 'Jones Agency' (a fictitious name for a real agency) presented itself as a Multi-line P/C agency. 'Auto-Home-Life-Health-Business Insurance' were proclaimed on its...
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As an independent agent, you enjoy a unique potential to cross-sell financial services to your clients. Here’s how to take advantage of this opportunity.
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CROSS-SELLING TO CLIENTS TELEMARKETING SCRIPT Producer: Hi, (CLIENT NAME), this is (NAME) from (ABC AGENCY). How are you today? The reason I called is because when (ABC AGENCY) began han...
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CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...
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A comprehensive cross-selling system benefits you and your clients alike. Here are
a few marketing tools you can use to communicate your cross-selling message and begin selling additional coverages.
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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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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 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 ...