In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

As the economy and escalating insurance rates take their toll on risk management department budgets, companies and public entities are relying increasingly on consultants. Such outsourcing has proven to be an effective way for some organizations to reduce overhead while retaining knowledgeable help. In this document C.C. Griffin discusses how to select and get the best performance from a consultant.

LOSS PORTFOLIO TRANSFER by Al Rhodes A loss portfolio transfer (LPT) is one of the few transfers that can be a winning deal for buyer and seller. An LPT allows you to transfer claims to another ...

MAILING LIST MANAGEMENT by Monica Woldring The uses of mailing lists are many and varied. Some of the most common uses in the insurance industry include sending letters to clients, newsle...

MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...

PENNY WISE AND DOLLAR FOOLISH: MEASURES TO INCREASE BACKROOM EFFICIENCY by Dana Falardeau The independent agency today is performing just about all the tasks that the carriers used to h...

PHONE COURTESY REVISITED by Preston Diamond Good service over the phone means putting common courtesy into common practic...

Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

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...

THE 10 COMMANDMENTS OF TELEMARKETING 1. Thou shalt cover thy database. Your database is constantly changing and must be reached many times to be fully informed about what you have to s...