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... it! Expect Change Expect to make changes – perhaps to your goals – but certainly to the actions and the methods to achieve them. Many plans fail because they address too many issues. Concentrate your efforts on the most important issues, those items that are imperative to fulfilling the vision of your business. Identify which things must be done well, or those that set you apart from the competition, and start with them. Pamela Millard is president of Transformation Advisors (Diamond Springs, CA), a client-focused management consulting firm. You can contact her at (530) 295-108, e-mail [email protected] ; or www.transformationadvisors.com . Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for ... Five Keys To Achieving Your Goals 4/30/2013 10:43:12 PM by CompleteMarkets Editor , Pamela Millard This content has not been rated yet. FIVE KEYS TO ACHIEVING YOUR GOALS by Pamela Millard Plenty of things can distract you from your goals. It's all about making sure your goals meet a few critical criteria: Engagement, Accountability, Measurement, Review, and Continuous Improvement. Building these five elements into your goals will give you a fast start to achieving them. Engagement Unless you are the only one on your team, you need help. This means it's important that you get your team engaged in the process as well as in the goals. People do things for their own reasons – and your reasons aren't necessarily their reasons. If you want your team ...

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... ingredients in the art and science of database marketing. Database marketing aims to do what we all dream of doing as marketers and salespeople: deliver the right message about the right product, at the right price, to the right consumer, at the right time, in the right way. As our efforts approach this ideal, sales success ought to follow. INTERACTIVE AND INDIVIDUAL What sets database marketing apart from all other marketing channels is captured in two words: "interactive" and "individual." Database marketing is interactive. It builds and sustains a relationship between seller and buyer in which the buyer responds to the seller in a meaningful way. The response (or nonresponse) helps guide the hand of the marketer in creating ever more relevant promotions in an ongoing process of trial and error ... of soliciting a response, by phone, mail, or personal visit, from a prospect or customer; maintaining complete information on each transaction in a database; and doing so at a profit." ADVANTAGES TO BUSINESS What should a good database marketing program do for your business? Some, or all, of the following: Help you enroll more customers and find customers with whom your agency can build more profitable relationships. Allow you to spot ways of servicing each customer according to his or her needs. Substantially reduce the loss of customers at renewal. Make your sales force more effective and efficient. Help your agency project a more consistent, high-quality image. Of course, database marketing has been practiced in the industry for years. Many agents/brokers intelligently use direct mail, telemarketing, ...

... only $2 ,300 in financial assets or savings. Baby boomers are doing less than today's pre-retirees to prepare for retirement. More women than men say they feel financially unprepared for retirement. In addition, the survey found that 35% of pre-retirees and 54% of baby boomers do not have a pool of retirement savings, such as an individual retirement account, savings account, or annuity, apart from an employer's pension or retirement fund. Pre-retirees, the report continued, allocate an average of 11% of household income to retirement savings, 13% to savings of all kinds, and an average of 35% to household debt, including mortgage payments, credit card bills, and car loans. These aren't just dry numbers; these are large groups of real people with (or without ... other agencies have called on them for help. In effect, Agency A splits a case with Agency B. Although that's not rare in P/C , it's a little different in the Life field. In Life or Group, the account-controlling agency (let's call it the ceding' agency) doesn't just use the other agency's carrier; it has the other agency's expert develop the account directly and build a close relationship with it. A strong feeling of trust is needed between agencies for this situation to exist. In building a specialty niche in Life, the agency should recognize its obligation to meet the broad Life/Heath/benefits needs of all insureds, whether or not they fall into the specialty niche. This might require having outsiders handle those broad needs, but it should be done ...

... One reality of today's business climate is that price is of critical importance when clients make a decision about where to buy their insurance. Rates and prices constantly are being examined by agents, risk managers, and prospects. Due to significant competitive and economic pressures, clients are looking to save money wherever they can. Agents must be aware of the concept of value-added selling: the need to set yourself apart from competitors so that prospects and existing clients view you as a business partner of the highest quality and integrity. Value-added selling can be defined as the entire package of goods and services that you, as an agent, bring to a prospect or client. The package extends beyond you, however. It also includes the agency and its reputation; the support it provides; the carriers you use ... a halfway-workable interpretation. If you need to strengthen your skills in this area, consider these solutions: • Find someone in the agency to teach you. • Spend more time with your company underwriters and ask more questions. • Ask the market underwriter to interpret policy terms and conditions (this has the added benefit of building your market relationships so you can better present risks to that market) . • Participate in insurance classes or self-study programs (CPCU, ARM, IIA, etc.) . • Take insurance classes at a local college or junior college. • Attend classes conducted by market personnel (when promoting a new product, ...

... and then delegate other areas. Your trust in your employees will increase day by day, and extra time will free you up to sell. Meet With Your Employees After delegating parts of your job, meet with staff members on an individually to review questions and concerns. Start by meeting with them once a day. When it's obvious that they're handling your old responsibilities well, space these meetings further apart. Train Employees to Think Like You Review your employees' concerns at your daily meetings. Instead of answering their questions directly, ask them how they would handle the situation. If their answers resemble your solutions, let them proceed. If their answers aren't similar to yours, explain how you would handle the situation, giving them your reasons as you go. After performing this process for a ... computers, and agency procedures. All procedures should be made consistent with each other. Once you have standardized and documented them, furnish copies to all employees. Your office will be more efficient because procedures are being handled properly, and you'll feel more comfortable about leaving the office. Do It Now! If you want to find more time to sell and increase overall revenue start following this process. Building trust in your employees is an essential way to build your agency. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and service providers. Negotiate ...

... matching facial expressions - it not only creates more rapport visually, it also aligns your emotional state with the other person's. If they sit on the edge of their seat, you should too. Also watch leg position and movement. Are the other person's legs crossed? Do they constantly move their feet? If the other person taps a foot, tap yours. If they stand with feet wide apart, you do the same. When in Rome, Match There are ways to enhance rapport by matching others visually. You can do this with your clothing, hairstyle, posture, body movements, and facial expressions. Perhaps the most interesting aspect of matching visually is that doing so often affects your feelings. When you match another person's body movements and facial expressions, you'll often find that you ... x No Thanks Loading.. Producer Success Lesson 11: Visual Rapport 5/29/2015 by Randy Schwantz This content has not been rated yet. Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales. I conducted a role play for a client a while ago. The group split into pairs, and one person played the salesperson while the other played the client. One of the teams was having a lot of trouble - the salesperson' couldn't establish rapport with the client. I asked what was wrong. The client said that the salesperson looked too eager - almost nervous. ...

... . InsureEdge from Damco Solutions InsureEdge positions itself as a cloud-native platform built for P&C carriers seeking rapid deployment and configuration flexibility. Pre-built components reduce implementation timelines while maintaining customization options. This is one of the best P&C insurance software solutions that emphasizes this approach. Its architecture supports both monoline and multiline operations. Carriers can manage diverse product portfolios through a unified interface. What sets InsureEdge apart from competitors? The platform's modular design allows carriers to deploy specific functionality without disrupting existing operations. This approach minimizes implementation risks while accelerating time-to-value for modernization initiatives. 2. Guidewire Guidewire operates as a player in the P&C software space and serves carriers of all sizes. The platform offers separate modules for policy administration, billing, and claims management. You can deploy them individually or as ... . Its strength lies in connecting multiple carrier systems through standardized processes. 4. BindHQ BindHQ serves the wholesale and specialty insurance markets with tools optimized for quote processing and risk placement. The platform addresses the specific needs of brokers managing complex submissions across multiple carriers. Speed in comparative rating and submission tracking is what its design prioritizes. 5. Tigerlab Tigerlab delivers modular solutions for insurance technology companies and carriers building digital-first operations. The platform provides building blocks for creating custom insurance experiences. Development teams appreciate its API-first design and microservices approach that supports iterative product development. 6. ASSUR3D ASSUR3D focuses on visual risk assessment capabilities within the P&C space. The platform incorporates spatial data analysis to help carriers assess property risks with more precision. Underwriters benefit from visual representations that supplement traditional risk evaluation methods. ...