Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz...

SERVICE SELLS! by Pegi Flahault Selling is as much about the approach as anything else including your approach to your employees. This document by Pegi Flahault can help you increase...

SERVICE: FUMBLING THE BALL by Brenda French Part one of this series by Brenda French takes a look at how poor service is costing the industry. The next two articles will discuss th...

We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.

UPGRADE-TOTAL ACCOUNT REVIEW Dear (Customer Name): When we first wrote your Auto insurance policy, we custom-tailored the coverages to fit your needs at that time. We helped you choose coverages...

CSR/Marketer runs automated expiration list 120 days prior to expiration. (Example: On Jan. 1, CSR/Marketer runs a list of expirations for April)

PERSONAL INSURANCE RENEWAL PROCEDURE DIRECT BILL 1. 60 days prior to expiration run expiration list. 2. Using mail merge capabilities of the system, generate personal lines direc...