A FIRE CAN DO MORE THAN JUST DAMAGE YOUR BUILDING Dear (Customer Name): If a serious fire occurred at your ( ), your first thought would probably be for the immediate...

BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.

CAN YOU DO BUSINESS AT A FAMILY EVENT? by Bill Cates You can - but be very careful! If your friends perceive you as trying to do business at a wedding, it could hurt your chanc...

CAN YOUR AGENCY BECOME PARTNERS WITH A BANK? by Roger Thomas Are you an agent who wants to sell to, or partner with, a bank? If so, you're probably searching for a banker who is in...

Dear (Customer Name), I'm writing you today for two reasons: one, to thank you for being a valued customer of [Your Agency Name] and, two, to ask you for a favor...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

COMMERCIAL LINES INSURANCE CHECKLIST by Jack Fries Use this checklist by Jack Fries to see which Commercial Lines coverages your clients have, those that they need, and those that you write. ...

The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

Dear (Customer Name), ARE YOU FED UP? By insurance, that is. If so, I understand. Quite frankly, so is the rest of the world. That's why... NOW,...