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SOLICITING PERSONAL BUSINESS FROM COMMERCIAL ACCOUNTS Dear (Customer Name): You've been a valued customer of (Your Agency Name) since ( ), and we want to take this opportunity to thank you for your...
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WHAT IS YOUR AGENCY WORTH? A 'MAGIC FORMULA'-PLUS 10 WAYS TO MAXIMIZE VALUE by Blaine Price, CPCU, CIC 'What are agencies selling for today?' is a question frequently heard by agency busine...
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MARKETING WITH PEANUTS by Pamela Grieman Some agents spend a lot of money to include expensive gifts with their direct-mail packages. Not Da...
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PROCRASTINATION: STOP IT TODAY, NOT TOMORROW Procrastination. Why do people do it? How can it be stopped? Let's look at some causes of and cures for this common ailment. Depending on whose the...
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ERRORS AND OMISSIONS CONSIDERATIONS by Carol Hammes The old saying 'The cobblers children go unshod' could apply to many insurance agencies today. Thousands of agents dont carr...
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HARD MARKET - EMPHASIZE SERVICE Dear (Customer Name): As you know, insurance rates are increasing. Some coverages are hard to find. You are caught in what is known as a 'hard market,' a market cyc...
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SALES SUCCESS DEPENDS ON THE QUALITY OF YOUR CONTACT by Emily Huling You've been told that sales is a game of numbers. Through tireless effort, you've established a prospect list of 700...
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I recently had the pleasure of interviewing Linda Dobson, an estate-planning attorney from Los Angeles. She had this advice for financial services professionals who want to win referrals from estate-planning attorneys:
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SELLING THE CHARITABLE POLICY Want an easy, effective way to enable people to do what they want to do-help their favorite charities and the community? Agents also help themselves and the agency. Like...
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UNDERSTANDING DIFFERENT CULTURES HELPS PREVENT FRAUD Insurance fraud isn't limited to one geographic location. In fact, the same scams appear 'all over the world, with different flavors,' an...