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PRODUCER CONTRACTS Before new employees are hired into the agency, some sort of understanding needs to be reached regarding the terms and conditions of employment. Verbal 'gentleman's ...
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TOTAL ACCOUNT SOLICITATION Dear (Customer Name): If you're like most of our clients, you welcome the idea of having all your insurance needs handled by one agency. Not only is it more convenient, b...
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These are tough times to buy insurance. And what's worse, the insurance you can buy probably costs more...
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REACH OUT AND SELL SOMEONE by Gregory Jordahl Think of your telephone book as a roster of almost every potential prospect in town. Flip to the white pages and pick a name. You may h...
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AUTOMATION/INFORMATION SYSTEMS MANAGEMENT by Tripp Leach This article will explore several questions such as: Why must agency automation be managed? What is agency automation and information s...
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Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.
PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.
Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."
The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.
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Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.
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WHEN YOUR CUSTOMERS COME CALLING: TELEPHONE RULES FOR EVERYONE IN THE AGENCY by Judi Newman ...
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Workers Comp policies go by the official name of 'Workers Compensation and Employers Liability policy.' With employers eager to assure their injured workers of...
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CHECKLIST OF SERVICES Dear (Customer Name): SHARPEN YOUR PENCIL AND CHECK OUT THE COMPETITION . . . and we bet you'll find that it pays to comparison-shop when you're...