Selling

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevitable. Your agency will ...

According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

Dear (Customer Name), CUSTOMER SALUTATION GOES HERE THANK YOU! We appreciate your placing your HOMEOWNERS INSURANCE with (Company Name). We find that for convenience and service,...

Procrastination is the greatest labor-saving device ever invented. Agency owners look at various changes they can make in their agency and say, 'This is a great idea and I’ll implement it as soon as I can get around to it.' In this document, Jack Fries suggests that you eliminate the talk and resolve to take action in the New Year — and watch your profits grow.

Call it branding. Call it marketing. Call it whatever you want. But it has the singular objective of motivating the right customer to want to do business with a particular company or to buy a particular product or service. In this document, John Graham lays to rest some common misconceptions on the role of marketing.

NINE STEPS IN AGENCY ACQUISITION by Al Diamond This systematic, proven approach works. Agency Consulting Group, Inc. assists many agencies in their acquisition trail. The 'slam-dunks' ...

NOW IS ALWAYS THE BEST TIME TO SELL YOUR AGENCY, RIGHT? by Chris Burand According to a number of recent articles, small business owners should sell their businesses today to avoid large i...

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

OBTAINING X-DATES AND QUALIFYING PROSPECTS TELEMARKETING SCRIPT Producer: Maybe you can help me. Who is the person responsible for your Business insurance? IF THEY ...