AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

BE CAREFUL WHAT YOU WISH FOR by Chris Burand Many agency owners lament their staffs lack of a work ethic. Agency owners typically judge their employees work ethic against t...

BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...

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

HOTELS AND MOTELS - CUSTOMER SATISFACTION Dear (Customer Name): CUSTOMER SATISFACTION IS THE NAME OF THE GAME. We would bet that's the motto of the hotel and motel business. You're a h...

SOLIDIFYING REVIEW APPOINTMENT Dear (Customer Name): I'd like to thank you for allowing me to review your insurance program. The time spent looking over your present policies and asking you questio...

JUST LIKE SHOPPING FOR INSURANCE AT A SUPERMARKET! Dear (Customer Name): When you want to buy groceries, do you run around town to the butcher, the baker, the candlestick maker...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.