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AGENCY SALES: SYNERGIES AND LAYOFFS by Chris Burand Employee layoffs after an acquisition mean that an agency has serious management issues. A ...
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SIMPLE WAYS TO DIFFERENTIATE YOUR AGENCY by E. Al Diamond Every year, I see agencies struggling with the problem of how to differentiate themselves from their competition. This is an especi...
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Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.