ANNIVERSARY LETTER Dear (Customer Name), CONGRATULATIONS ON YOUR FIRST ANNIVERSARY IN YOUR NEW HOME! As a new homeowner, I bet you've had your hands full this past year. Moving, organizing, deco...

CROSS-SELL LETTER Dear (Customer Name), We have enjoyed the privilege of handling your Auto insurance and wanted to write about why we hope you'll consider using our agency for your Homeowners cove...

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)

THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the...