Selling

Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

Many people tend to credit the origin of infomercials to the old, late-night slicer/dicer and Pocket Fisherman commercials. Granted, some tacky infomercials have taken the slicer/dicer format, but the original infomercials began on a higher ground: religion.

Before you haul me off to a padded room, let's define "infomercial."An infomercial is an advertisement for a product or service that has been expanded with information, entertainment, or both to retain the attention of the audience.

For most of the world, remote work is new and difficult; an understanding that everyone is having to come to terms with. This includes insurance agents- which is why we assume you are here. In this article, we will review the many ways that the insurance market is being affected by the coronavirus pandemic of 2020.

How a Program was started and how you can start sharing in the success by selling Cyber Insurance Bundled with Data Security Services

A recent article in a national training magazine used "insurance" as an example of a commodity sale. Do you agree with that? Is insurance a commodity? Do you sell it that way? Should it be sold that way? How do your insureds and prospects view it? In this article, the IIABA Faculty explores some of these issues.

The international insurance market offers a variety of benefits to independent agents and brokers. It provides a perfect tool for solidifying your Commercial Lines accounts and insulating them from inroads being made by alphabet house brokers. International insurance operations also offer an entree to new product lines and markets that will expand your facilities abroad. For example, U.S. agents can introduce their expertise in such lines as Auto, Medical, Surety, and Workers' Compensation to third-world countries that are privatizing these coverages. Canadian brokers can expand their expertise in out-of-country private Medical insurance and, potentially, Workers' Compensation.

The difference between closing a sale and losing it rests with the presentation. Whether you’re selling a product or an idea, the ability to present effectively is the difference between acceptance and rejection.

Yet, most Americans would rather die than give a speech. Whatever the facts, the idea of standing in front of an audience ranks far below going to the dentist for most people.

Before purchasing a car, computer, copier, or equipment, businesses do the usual due diligence. They do research, make comparisons, and then decide on the most appropriate product with the best value. John Graham explains why research is required before making an extensive marketing investment.

Motivating support staff to help generate sales expands the network of potential customers. Here are some tips for putting together and operating an effective lead-generation campaign.

Reward them for leads as quickly as possible. If the payoff is quick, non-sales employees will be more motivated to provide leads.

f you were managing a start-up band, would you depend solely on Lady Luck? Would you rely on Fortune dumping a great songwriter/arranger in your lap, great musicians who can actually get along, and a strong, powerful record company backing you? Would you just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers.