https://completemarkets.com/Article/article-post/1818/A-LOOK-AT-VALUE-ADDED-SELLING-AS-AN-ANSWER-TO-PRICE-SELLING/
... 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 ... their products, and specific advantages those products offer; and the level of claims service provided. In short, there is a price associated with any insurance policy. And sometimes the cost of doing business may take a less expensive policy at the outset and make it the more expensive purchase in the long run. For example, a heavy-equipment manufacturer normally would require a high level of loss-control services. If he or she chooses the lowest-priced insurer and the services provided are inadequate, he or she will suffer down the road. If you can't offer the lowest price, differentiating yourself, your agency, and your product provides the key to making value-added selling work. Finally, if you find yourself in a situation in which price is all that matters, be positioned to get the "last look ...
https://completemarkets.com/Article/article-post/1262/Apartment-Owners-How-Many-Hats-Do-You-Wear/
Apartment Owners - "How Many Hats Do You Wear...surance package for your needs.
Our Apartment insurance experts will survey yo...
https://completemarkets.com/Article/article-post/1263/APARTMENT-OWNERS-WERE-THE-LOCAL-SPECIALISTS/
Apartment Owners - "We'Re The Local Specialists"
APARTMENT OWNERS - 'WE'RE THE LOCAL SPECIALIS...common occurrence for any number of apartment owners today. And you need to co...
https://completemarkets.com/Article/article-post/1235/RENTERS-INSURANCE/
...ear (Customer Name): HAS YOUR APARTMENT EVER BEEN VIOLATED? If you've ever had your apartment broken into, it has. Criminal hands... valuables. We certainly hope your apartment will never be violated. Unfortun...
https://completemarkets.com/Article/article-post/374/Solidifying-The-Bond-With-Your-Customer/
... seminars and other informational tools that (1 ) help stylists to perform their jobs better and (2 ) help their distributors to be more professional within the salon industry (which benefits all the manufacturers they may represent) . In both cases, the middle-man distributors and the actual hair stylists, Hikari utilizes audiocassette programming and live seminars to carry their message. So although insurance and scissors may be miles apart in product, they're remarkably close when it comes to innovative marketing. Let's first look at the programs for the end user: the hair stylist. Continual research has identified several problems affecting this group. One had to do with the scissors: the distributors weren't taking time to cover all the bases when delivering them to the buyer. Another problem was a high rate of carpal tunnel syndrome among ... hair stylists. Let's look at the solutions to the problems just mentioned: Delivery. Rather than relying on the sales rep to deliver the scissors properly, Hikari developed a delivery tape. This 15-minute audiocassette thanks customers for their purchase, explains the proper care and maintenance of the scissors, details the warranty procedure in case of a problem, and concludes with an 800 number for any questions. The cassette packaging also includes a warranty registration card that, when filled out and returned, offers a free leather holster for the scissors. Carpal tunnel syndrome. Addressing this issue required visual media, and the cost of a video was prohibitive. Assimilating all the available research, including some commissioned by Hikari itself, the company developed a 30-minute, seminar-style presentation on proper cutting techniques to avoid carpal tunnel syndrome. ...
https://completemarkets.com/Article/article-post/1711/ZEROING-IN-ON-SPECIFIC-PROSPECTS/
...S. 5 -- Motels T. 5 -- Apartment Projects U. 5 -- Banks, S...and-out material (Auto, Homeowners, Apartment Dwellers, Safety Plus, etc.), an...
https://completemarkets.com/Article/article-post/2162/DIVORCE-AND-AGENCY-VALUE-SEPARATING-GOODWILL/
... court held that the accrued goodwill of his medical practice did not constitute property subject of the division upon divorce as part of the estate of the husband and wife. The opinion continued, Professional goodwill has the following attributes: It attaches to the person of the professional man or woman as a result of confidence in his or her skill or ability. It does not possess value as an asset separate and apart from the professional's person or from his individual ability to practice his profession. It would extinguish in the event of the professional's death, retirement, or disability. Frequently, I'm the only consultant making the appraisal. This is common, as it is in mediation action directed by the court. This can save significant amounts of time, money, and (maybe most important) grief. It's also ... There are no comments posted. Search Articles/Libraries Select a Category All Benefits & Financial Services Commercial Lines Insurance Careers Communications Customer Service Financial/Accounting General Articles Human Resources Legal and E&O Letters (Customer Service) Letters (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Theo Walker Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Cross-Sell ...
https://completemarkets.com/Article/article-post/2745/How-Significant-Are-Wills-For-A-Life-Insurance-Policy/
... , these groups overlap to a large degree. There are millions of people out there who neither have wills nor life insurance policies, whose families will struggle in the event of their death. Over the past year and a half, we have become more and more aware of just how suddenly life can be over. More than six hundred thousand Americans have died from COVID-19. Families have been torn apart, facing a prolonged period of mourning and a struggle to get back on their feet. While life insurance policies and wills are very different things, both provide a way forward for people suffering from the biggest trauma in their lives. They allow families to grieve without having to stress over how they will afford their next meal or who will take care of the person's estate. What is the ... There are no comments posted. Search Articles/Libraries Select a Category All Benefits & Financial Services Commercial Lines Insurance Careers Communications Customer Service Financial/Accounting General Articles Human Resources Legal and E&O Letters (Customer Service) Letters (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Theo Walker Search Titles only Search author Search Titles and content Show Results Loading.. Content Packages This article is part of the Member Content , which contains more than 187 documents published by industry-leading authors ...
https://completemarkets.com/Article/article-post/157/Database-Marketing-High-Tech-Selling/
... 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 ... There are no comments posted. Search Articles/Libraries Select a Category All Benefits & Financial Services Commercial Lines Insurance Careers Communications Customer Service Financial/Accounting General Articles Human Resources Legal and E&O Letters (Customer Service) Letters (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Theo Walker Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Agency Bill Vs. Direct Bill: Avoid Confusion Sample Broker-Of-Record Letter Beyond The "Alpha Split": ...
https://completemarkets.com/Article/article-post/154/Trust-Your-Employees-And-Increase-Revenue/
... 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 ... There are no comments posted. Search Articles/Libraries Select a Category All Benefits & Financial Services Commercial Lines Insurance Careers Communications Customer Service Financial/Accounting General Articles Human Resources Legal and E&O Letters (Customer Service) Letters (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Theo Walker Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Cross-Sell ...