To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.

DIRECTING AGENCY SALES EFFORTS by Carol Hammes Follow this four-step process and watch your sales and earnings grow. Sales management doesnt have to be complicated. I...

HOW A CSR CAN ASK CLIENTS ABOUT LIFE INSURANCE A group of Los Angeles gang members recently were taken rafting on the Colorado river. Street-smart toughs suddenly became timid boys fearful of...

MANAGING AGENCY WORKFLOW: GETTING THINGS RIGHT THE FIRST TIME by Grace Bauer Getting things right the first time depends largely on developing a program to review and audit procedures on a...

THE NEEDED REVOLUTION IN RISK MANAGEMENT! by Mike Manes Use risk management to control uncertainty in your clients businesses. INTRODUCTION Risk management (RM) is not only an im...