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WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...
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Selling isn’t about making sales — it’s about engaging customers, entering into a conversation with them, and letting them respond when they’re ready to buy. That’s called marketing, and marketing makes sales. In this article, John Graham uses Krispy Kreme Donuts as an example of how a company finds ways to create excitement and build customer loyalty.
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CASH BONUSES AND EMPLOYEE MOTIVATION by Chris Burand Would you be surprised to learn that not everyone is motivated by money? When it comes to offering employees an inc...
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CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...
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AGENCY INTRODUCTION Dear (Customer Name), Allow us to introduce ourselves: We are (Your Agency Name) and have been doing business in (Name of City) for over ( ) years. We are an independent ins...
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COMBINE INCENTIVE COMPENSATION WITH EMPLOYEE EVALUATIONS by Al Diamond Wouldn't it be nice to have employees looking for more business to handle, or helping to innovate to ...
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AGENCY VALUATION ISSUES by Roy Phillips More and more banks are entering the insurance industry by buying agencies, leading owners to ponder how to properly determine their agency&...
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AGENCY AUTOMATION: E&O FRIEND OR FOE? Part 3 TRANSACTIONAL FILING by Curt Pearsall Many agencies largely misunderstand transact...
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TRACK RENEWAL WORKFLOW by Grace Bauer Even in the most efficiently managed agencies, there are times when one hand really doesnt know what the other is doing. In this documen...
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FOCUS ON EMPLOYEES: THE KEY TO SUCCESS by Jack Burke Another lifetime ago, when I managed Hertz Car Sales, I made a point of hand writing little notes to our Hawaiian salesperson. Somehow, this...