Selling

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

Professional Agency Reviews invariably reveal backlog in most of the profit centers (Personal Lines, Commercial Lines, etc.). There’s no way to do regular account reviews for Personal Lines and small Commercial Lines, because the CSR 'doesn’t have time.' In this document, Jack Fries tells you how to motivate people to eliminate backlog and provide customers with the service that they deserve.

ELIMINATE CUSTOMER SERVICE NIGHTMARES WITH 'CARRE' by Jack Fries Wouldnt it great if you could get all of your customers to come back every year? For starters, you should put '...

E-MAIL MARKETING: BOON OR BANE? by Jack Burke E-mail is fast, direct, and inexpensive. Whether youre an e-mail marketing novice or veteran, this document by Jack Burke will give you tips f...

ENCOURAGE A POSITIVE VIEW OF THE INSURANCE INDUSTRY by Mary Beth Bolen What are two 'facts' most customers 'know' about insurance? One, it costs too much. Two, if they make a claim, their po...

ENHANCE YOUR TELEMARKETING RESULTS by Jack Burke Find the telemarketing system that will work for your agency. A few years ago I wrote an article entitled Telemarketing...

ENJOY INSTANT GRATIFICATION - BE A GREAT PROSPECTOR by Preston Diamond Stamp the p word on your brain like a tatto...

Dear (Customer Name): All year round people rent home improvement equipment such as saws, drills...

Dear (Customer Name): Do you know how much all your equipment is worth? Quite a bit, right? Now, think about how many potential liability risks you...

ESTABLISHING AGENCY VALUE by Chris Burand Why nine out of ten agency acquisitions end up losing money. If youre considering buying, merg...