Selling
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Are two salespeople better than one? Sometimes yes and sometimes no.
Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.
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Information overload has serious implications. Failure to respond to a client or carrier request can be harmful from both an E&O and a client service perspective. Laura Nettles tells you how to manage your work intelligently when everyone is expecting an immediate response.
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Why Is the Referral Process the Most Powerful Way to Sell?
Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.
Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."
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Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.
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One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.
The answer is complex because the same compensation models don't fit all producers.
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'Nothing happens until somebody sells something.' Traditionally, in the independent insurance agency that 'somebody'...