CENTRALIZING CUSTOMER SERVICE by Carol Hammes Time is a precious commodity for almost everyone. Ease and speed often take priority over minor price variations in purchasing anything from groce...

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

IF I WERE MARKETING MANAGER FOR A DAY by Janis Williamson, CPCU, CPIW The role of the marketing manager is quite different than it has ever been before because the marketplace is li...

MANAGING SMALL ACCOUNTS by Carol Hammes Most independent insurance agencies consistently receive between 15% and 25% of their total revenues from their 10 largest accounts. If you think that your ...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

PRODUCT OR SERVICE? by Jack Burke Product or service? That is the conundrum, the rub, the question! And the answer to that question could contain the secret ...

The following are several telephone scripts* to use for sales-related duties such as x-dating, lead-generation, and qualification.

WRESTLING PROFITS FROM SMALL COMMERCIAL ACCOUNTS by Sharon Cunningham This article by Sharon Cunningham will discuss the difference between the agencies that handle small accounts because t...