HOW TO CREATE ADVOCATES FOR YOUR BUSINESS by Brandie Hinen A comprehensive, ongoing client advocacy program will keep your agency growing and growing. Brandie Hinen gives you a step-by...

IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...

Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.

LIFE SALES IN A P/C AGENCY QUESTIONNAIRE Enough agencies have had enough experience with Life to have created some guidelines in what will work, what won't work, and how much leeway there is in the ...

LOVE THEM OR LOSE THEM: CUSTOMER RETENTION IN ACTION! by Lynn Thomas Here's the bottom line for retaining customers: You have just one choice -- Love your customers or lose them. Peri...

MAKE YOUR CLIENTS FEEL APPRECIATED! by Catherine Oak At your next general staff meeting, ask your people what they can do to get each client they see to feel appreciated. Have a leader ga...

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

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.

Follow this systematic approach to market planning and watch your sales and profitability grow. Today...

PERSONAL LINES RECORDS INCREASE REVENUE! by Grace Bauer People don't pay much attention to Personal Lines when it comes to account rounding, the yearly renewal review, and new busin...