REPLACING AN OLD POLICY WITH A NEW ONE PART 1 by Richard Weber The Society of Financial Service Professionals Life Insurance Illustration Questionnaire has made a big diffe...

RETENTION AND RENEWALS: TWO NEW STEPS FOR PRODUCERS AND CSRs by Preston Diamond The higher your agencys referral and renewal rate, the stronger your bottom line. In this docume...

REVIEW AND RENEW: CLIENT SERVICE AS A RETENTION TOOL Today's busy consumer prefers one-stop shopping to running around town in search of...

The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

TELEMARKETER'S SKILLS

You might look toward four basic types of people when you're searching for prospective telemarketers:

Your own administrative or service employees
Professional salespeople
Experienced telemarketers
New employees who express an interest in telemarketing, but have little or no sales background

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.

SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...

ETHICS CODE SAMPLE CODE OF ETHICS [Company Name] will conduct its business honestly and ethically where ever we operate in the world. [Company Name] will constantly improve the quality of its se...

SAMPLE LIST OF DESIRED BEHAVIOR How to Be An Excellent Employee 1. Understand that all relationships require trust, direction, communication and commitment to be successful. 2. K...

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We ask that you do not accept our brief description of the insurance coverages as a complete explanation of the policy terms. A narrative description can never replace a policy. The actual policy language will govern the scope and the limits of the coverage provided. You may wish to consult your attorney concerning this.