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new accounts
Articles tagged with new accounts
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INTERNAL PERPETUATION PLANNING by Carol Hammes One of the consequences of the prolonged period of competition in the Property/Casualty insurance marketplace is that a clear dicho...
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LIFE INSURANCE PROSPECTING TRAVEL BUSINESS The love of travel shared by many people can bring lots of insurance business. Here is a simple, two-step process that can be used as an effective pros...
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MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for...
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MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for all d...
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According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.
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PRODUCER COMPENSATION: YOU GET WHAT YOU PAY FOR by Pamela Millard In spite of the continuing soft market (the permanent soft market?) and the troubling economy, there are opportunities fo...
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PRODUCTIVITY UP, PROFITS DOWN by Carol Hammes It's common wisdom that profitability should track directly with productivity. Often this is true: If the employees are more productiv...
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PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...
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PROSPECTING IDEA FOR SOLID GOLD CLIENTS by Mary Beth Bolen For many traditional CSRs, prospecting is one of the most dreaded tasks -- but it is one of the most important to the agency's...
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STAFF BONUS PLAN by John Jaques Customer Service Representatives (CSRs) have evolved from primarily clerical employees who follow producers' specific directions to today's highl...