The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

THE DOMINANT-NEEDS SALE: MODULE IV-B This 'Sales and Marketing' module has from the beginning stressed using the two-call sale (with a qualifying interview, a between-interview period,...

THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...

TRAINING: MODULE III-C INTRODUCTION The following section covers both producer and CSR training. By going through this section, you will be able to take an inexpe...

TRANSITION FROM THE P/C TO THE LIFE SALE: MODULE IV-C In the P/C agency, you will often find yourself with the opportunity to approach both the P/C and the Life sale at the same time wit...

TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...