https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/336/Cross-Selling-What-Went-Wrong/
... experiences to illustrate the lack of cross-selling on the part of some agents. During the past year, I've been working with a "legend" in the Personal Lines arena — Cosmo Conte. As a State Farm agent/agency owner, Cosmo climbed to the pinnacle of success in my hometown of Cleveland. About 25 years ago, he moved to San Diego and did it all over again in California. The secret to Cosmo's success was simple: Multi-line selling! Recently we updated and repackaged a combination book and audio program that he originally created in 1989. Although I knew that the basic truths it contained still hold true today, I've been amazed at the quantities that have been sold. Agents nationwide seem to be looking for the magic formula: The key to growing their agencies successfully. ... , we were never approached about additional insurance by either 20th Century or the Farmers agent. Our second moment of culture shock came when we bought a house — this is still the case today for any new California resident. We purchased from a developer who recommended both a mortgage company and an insurance agent. We used both. Other than annual bills, we never heard from the agent providing our Homeowners insurance. Our third moment of culture shock arrived when the children started hitting 16. Twentieth Century really wasn't interested in insuring teenage drivers, and indicated this with skyrocketing premiums. That's when a Mercury agent came to the rescue and kept our insurance as reasonable as possible. We now had a real, live agent to represent us, and he's done a great job over the years. In ...
https://completemarkets.com/Article/article-post/2757/Do-vacation-rentals-need-special-insurance-coverage/
...n ski towns like Big Bear Lake, California with the hope of renting them out....ntals by owner companies help out homeowners by providing additional insuranc...
https://completemarkets.com/Article/article-post/1098/HARD-MARKET-SHENANIGANS/
...his practice has been around in California for a number of years. Unfortunatel...ing enough coverage,' Crine said. 'Homeowners have more at stake now, however,...
https://completemarkets.com/Article/article-post/336/Cross-Selling-What-Went-Wrong/
...go and did it all over again in California. The secret to Cosmo's success was ...se, they quickly requoted for both Homeowners and Home-based BOP coverages. Af...
https://completemarkets.com/Article/article-post/1497/TELECOMMUTING-BRING-THE-WORK-BUT-NOT-THE-RISKS-TO-THE-WORKER/
...rker productivity. The State of California Telecommuting Pilot program, a stat.... Don't rely on the telecommuter's Homeowners policy - most Homeowners policies exclude Liability cover...
https://completemarkets.com/Article/article-post/2417/How-To-Build-Your-Personal-Lines-Book-Part-II/
...clients can call from Hawaii or California when they're on vacation with quest...
https://completemarkets.com/Article/article-post/1533/LEGAL-OUTLINE-FOR-CALIFORNIA-AGENCIES-CHAPTER-4/
Legal Outline For California Agencies - Chapter 4
LEGAL OUTLINE FOR CALIFORNIA INSURANCE AGENCIES CHAPTER FOU...isputes are enforceable under both California and U.S. law, unless they can be...
https://completemarkets.com/Article/article-post/540/Credit-Scores-Catch-22/
...s. The agent was horrified.
The California state legislature required credit a...it reports but also credit scores. California had inadverdently created a new ...
https://completemarkets.com/Article/article-post/395/Product-Or-Service/
...e of the good driver market in
California
on a direct writer basis. If you c... insureds shortly after moving to
California
and experiencing the sticker-sh...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/333/Working-In-My-Swimming-Trunks-Home-Based-Opportunities/
... from their homes. This document by Jack Burke offers recommendations for using cross-selling to tap into this lucrative source of sales and earnings. Don't laugh too hard. My clients already know that most days will find me sitting at the computer or in front of the microphone in my bathing suit. To understand the magnitude of this transition to informality, consider that when I moved from New York to Southern California in 1982, I didn't even own a pair of jeans. Informal meant a sport coat and tie. Year by year, the warm weather and casual attitudes gradually loosened me up. The watershed event came in 1995. After much soul-searching, we moved our offices and studios into a wing of our house. The pool quickly became my "stress-buster" during the course of the day. ... last time you called them? When's the last time you "caught up" on the circumstances of their lives? When's the last time you sat down and reviewed their coverages with them? Some home-based businesses, like our company, might have tens of thousands of dollars worth of equipment on the premises. Some might have clients coming to their residences as we do. Few understand that their standard Homeowners policy isn't likely to cover their business operation and equipment. Many of you might be thinking that the idea is good, but that it's an awful lot of work for a Personal Lines account, or even a small BOP. Let's look at it for a moment. Obviously, you have the normal Home, Auto, and Boat coverages. So let's say your client is running a business ...