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

TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...

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...

Occupational illnesses suffered by telemarketers have risen from 18% of all illnesses in 1981 to 62% in 1992. You may have heard complaints of stiff or sore necks, backs, hands, wrists, arms, elbows, and shoulders. Or you may have seen an increase in Workers Compensation claims from insureds who have their own telemarketing or call centers.

THE TELEMARKETING CONCEPT Telemarketing separates the prospecting and sales functions in an insurance agency, leading producers more time to sell. Telemarketers spend the majority of the...

Before implementing a telemarketing campaign, several key issues need addressing to be sure your objectives are met.

TRAINING FOR SUCCESS by Joel Linchitz It never ceases to amaze me. Companies will invest considerable sums of money in a state-of-the-art telemarketing operation, spend the time and...

WORKING WITH A TELEMARKETING SERVICE By Paul A. Robinson Telemarketer-supplied leads are among the best sources of prospects for our agency. They represent quality leads for us: 70%...