PRODUCER SUCCESS LESSON 9:

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.

PRODUCERS NEED MEDIA EXPOSURE Because of constant change and information overload, producers need ongoing media exposure that breaks through the psychological barriers consumers erect. Constant chan...

Prove It with CRM by Patricia Czech You have to prove yourself to your clients every single day. In the case ...

PUT CUSTOMERS FIRST Without competition, producers would eventually become complacent and ineffective. Competition is necessary for growth. If salespeople had an exclusive product or service with ex...

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 ...

REACHING OUT TO SELL SOMEONE by Monica Langley If you think telemarketing is only a bunch of people yakking on the telephone, think again. It lets agents prospect for business from Rapid Ci...

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.

RENEWAL LETTER Dear (Customer Name): Your ( ) insurance is up for renewal and we'd like to take this opportunity to remind you of our commitment to your insurance program. We have provided you wit...

The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

TELEMARKETER'S SKILLS

You might look toward four basic types of people when you're searching for prospective telemarketers:

Your own administrative or service employees
Professional salespeople
Experienced telemarketers
New employees who express an interest in telemarketing, but have little or no sales background