Selling

SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

SELECT THE RIGHT PERSON FOR THE JOB! by Grace Bauer Choosing the wrong person for the job can lower morale, waste time ...

SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...

SELL YOURSELF AND YOUR AGENCY Karen Flaherty, president, Professional Training Systems, Inc., conducted a telephone survey of 50 independent insurance agencies to evaluate how well agencies responded...

We'd like to introduce ourselves. We're (Your Agency Name), and we've been in business in ( ) for more than ( ) years. It's been our...

Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?

SELLING INSIGHT: GROWING PAINS by Sharon Cunningham The number of large agencies is increasing, making changes in management practices more important than ever. In this document, Sharon...

Dear (Customer Name): Can your Auto or Homeowners coverage help you get a better deal on your Life insurance policy? The answer is YES - if your...

Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)

SELLING QUALITY IS QUALITY SELLING by Eric Moberg Hello Mr. Jones, Im John Smith with the Smith Agency. Id very much like to offer you a no obligation quote on your i...