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Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.
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THE REALITIES OF DIRECT MAIL by Richard Barry 'I'm looking for cheap direct mail that works! Any ideas?' This is a legitimate question and worthy of discussion...
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TIE IN WITH AN INSURER Dear (Customer Name): You know the pride involved in being an independent business owner. It took courage and foresight to forge your own business, and you did it. But it's ...
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TOTAL ACCOUNT SELLING TO PRESENT CUSTOMERS Dear (Customer Name): WE VALUE YOUR BUSINESS! (Your Agency Name) is proud to have you as a customer. You've been with us for many years, and we...
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TOTAL SERVICE Dear (Customer Name), BUYING A CAR PIECE BY PIECE? How would you like to buy your next car in pieces, and buy each piece from a different supplier? It wouldn't make much s...
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TRACK RENEWAL WORKFLOW by Grace Bauer Even in the most efficiently managed agencies, there are times when one hand really doesnt know what the other is doing. In this documen...
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TRUST YOUR EMPLOYEES AND INCREASE REVENUE! by Grace Bauer Are you still trying to find more time to sell? Every agency principal asks the same question: 'When am I going to have more time ...
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UNDERSTANDING YOUR CORPORATE CULTURE by Jack Burke In this excerpt from his book 'Creating Customer Connections: How to Make Customer Service a Profit Center For Your Company,...
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WHAT ABOUT THE YEARLY ACCOUNT REVIEW? by Grace Bauer Have you ever thought about completing a yearly account review of your insureds in Commercial and Personal lines? You might be thinking,...
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WHAT BUSINESSES CAN LEARN FROM RECENT CORPORATE SCANDALS by Janine Reid Scandals and controversy can devastate a company regardless of size. Janine Reid examines these crise...