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CREATING INITIATIVES AND OBJECTIVES Your planning meeting should focus on the areas that need atte...
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CREATING SAFE AND EFFECTIVE INTRODUCTIONS by Bill Cates If youve been following my strategies for a while, you know that I view the word referrals as a for int...
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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: 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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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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CULTIVATE RELATIONSHIPS TO CULTIVATE SALES by Maribeth Kusmeski Cultivating relationships proactively is often an afterthought. Were just too busy trying to get through the workloa...
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CUSTOMER LOYALTY AND RETENTION PRIMER by Lynn Thomas In todays highly competitive marketplace, customer retention is a critical success factor. IIAAs Best Practices lists i...