Selling

CSR: Hello, (PROSPECT NAME). This is (NAME) from (ABC AGENCY). (PRODUCER NAME) looks after your Commercial business...

HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...

HOW DO COMPANIES SET THEIR RATES? by Chris Burand The market determines the price of gasoline, toys, and cars. The market, not actuaries, determines the price of insurance, too. Chris B...

Service seems to be a catch-all word for whatever seems to be lacking in our agencies. Most of us have identified service areas as most important...

How you value your L/H book of will impact perpetuation, profits, and cross-selling opportunities.

HOW IS YOUR COMPENSATION PLAN LINKED TO PERFORMANCE? by Sharon Cunningham Now well into the new year, agencies throughout the country are taking a close look at their year...

HOW NOT TO TAKE NO FOR AN ANSWER How should telemarketers handle objections when trying to set up appointments? Try these answers: EXAMPLES OF OBJECTIONS AND SUGGESTED ANSWERS: ...

HOW PEOPLE MAKE BUYING DECISIONS (AND HOW WE STOP THEM) by Michael Lovas Caution: this article contains ideas that might upset you! About 25 years ago, when I began writing profess...

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

HOW TO BUILD YOUR PERSONAL LINES BOOK, PART II by Peter Van Aartrijk Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent a...