CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...

FEAR OF CHANGE: A CONUNDRUM by Jack Burke 'Progress is a wonderful thing -- it's change I hate.' --Mark Twain Change is inevitable. In today's world, it has even be...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

PROJECT-DRIVEN BENCHMARKING by Al Diamond Objectives define the annual goals of a company, but over the course of a year the process can become routine and t...

QUIET TIME SPEAKS VOLUMES by Grace Bauer Do your employees complain about feeling overworked, never having enough time, or being stressed out from constant interruptions? Fight the madness ...

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...

SETTING APPOINTMENTS WITH QUALIFIED PROSPECTS TELEMARKETING SCRIPT Producer: Hello (PROSPECT NAME), my name is (NAME). I am with (ABC AGENCY) insurance. Several months ago we spoke brief...

If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!