The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

ENHANCE YOUR TELEMARKETING RESULTS by Jack Burke Find the telemarketing system that will work for your agency. A few years ago I wrote an article entitled Telemarketing...

Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.

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