Search CompleteMarkets

... to their evaluation criteria in annual reviews. Everyone wins! The employees feel good about themselves, the agency becomes more visible within the community in a very positive manner, and the community in which you live and work is all the better for it. The Business Public Much of your effort with the general public and the trade public will pay off with the business public. The general public also happens to include the owners of businesses that buy insurance, and trade stories can definitely enhance your sales presentations. However, even allowing for this, you've got to roll up your sleeves and get to work on your PR efforts aimed at businesses. Add a third category to your media database that includes all the information for local business newspapers, business editors of regular newspapers, and trade publications that cater to niche markets you serve. For example, if you insure dentists, make sure that all their publications are on your press release mailing list. You may already know many of the publications, but it is a good idea to check with several clients within each niche category to find out which periodicals they tend to read. Large markets may also have a radio station or two that cater strictly to business and financial news, and don't forget the cable companies. Build your relationships with each of these free publicity sources in the same manner we've already discussed. Unlike the other two categories, you must rely more heavily on press releases, since there usually aren't organizations or associations you can join. However, some of the associations catering to niche markets have auxiliary memberships available for vendors and ...

... x No Thanks Loading.. Financial Institutions - "An Investment In Insurance"4/30/2013 by CompleteMarkets Editor This content has not been rated yet. FINANCIAL INSTITUTIONS - AN INVESTMENT IN INSURANCE' Dear (Customer Name): WOULD YOU OFFER ALL YOUR CUSTOMERS THE SAME INVESTMENT PLAN? Of course not - for your financial institution to be successful, you have to cater to people's different needs, offering them a variety of CDs, bonds, securities, and other alternatives. You should demand the same flexibility of your insurance program. At (Your Agency Name), we specialize in insurance for financial institutions. We're familiar with the types of risk your business faces every day - and we can outline ways you can minimize or insure against those risks. You should meet with one of our financial institution experts. We'll take the time needed to assess your present program and offer our recommendations - free of charge. That way, you'll be sure that you're not exposing your business to dangerous gaps in coverage or paying for overlapping coverage you don't need. Consider this consultation an investment in the future of your business. We'll cater to your business needs and allow you to discover your options when it comes to insuring your business. We'll give you a call to set up an appointment. Sincerely, (Your Name) 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 ...

... to their evaluation criteria in annual reviews. Everyone wins! The employees feel good about themselves, the agency becomes more visible within the community in a very positive manner, and the community in which you live and work is all the better for it. The Business Public Much of your effort with the general public and the trade public will pay off with the business public. The general public also happens to include the owners of businesses that buy insurance, and trade stories can definitely enhance your sales presentations. However, even allowing for this, you've got to roll up your sleeves and get to work on your PR efforts aimed at businesses. Add a third category to your media database that includes all the information for local business newspapers, business editors of regular newspapers, and trade publications that cater to niche markets you serve. For example, if you insure dentists, make sure that all their publications are on your press release mailing list. You may already know many of the publications, but it is a good idea to check with several clients within each niche category to find out which periodicals they tend to read. Large markets may also have a radio station or two that cater strictly to business and financial news, and don't forget the cable companies. Build your relationships with each of these free publicity sources in the same manner we've already discussed. Unlike the other two categories, you must rely more heavily on press releases, since there usually aren't organizations or associations you can join. However, some of the associations catering to niche markets have auxiliary memberships available for vendors and ...

... x No Thanks Loading.. The Service Ceiling: What Causes It, How to recognize it, How to break through it 4/30/2013 by Al Diamond , CompleteMarkets Editor This content has not been rated yet. We have a small Middle-Eastern restaurant in our neighborhood that is family operated, serves delicious food, and is reasonably priced. Its creed has been to cater to the customer from its opening day. The owner was proud of that creed and moved from table to table to make certain all his customers' needs and desires were met. Every so often, he surprised us with an extra glass of wine or a free desert. Obviously, we returned frequently - and so did many others. Within a year, he expanded. Although one waiter (a relative) sufficed before, he now needed three. The restaurant began getting crowded at lunch and dinner, so he started offering take-out. We rarely go to the restaurant now because it's always so crowded. Recently, after again waiting an inordinate amount of time for a called-in order, we told him that as much as we liked him and the food, we would have to go elsewhere in the future. Change restaurant' to insurance agency' in this story. Does it ring any bells? Our restaurant owner, like many agents, hit the service ceiling. The service ceiling is the point at which your customers' needs and desires exceed your ability to perform to your own level of satisfaction or to theirs. The restaurateur, like most agents who have hit the service ceiling, knew that ...

... a whole range of promotional services to ensure membership awareness and participation. &# 160 Finally, to close the marketing loop, a personal call is needed. Marketpac has an organized network of independent agents throughout the country who have agreed to call on local members of sponsoring associations. These agents present the program to members and report to us on the results of the call so that we, in turn, can report to the association on membership interest and participation. &# 160 This new breed of companies, such as Marketpac, also includes Market-Dyne, Famex, MMI, and a few regional concerns, whose entire purpose is based in the successful marketing of association insurance programs. In addition, many of the national brokers have in place or have announced full time divisions or development departments to cater to this growing market. &# 160 Loss Control &# 160 No discussion of the association market is complete without reviewing the important and member-responsive subject of loss control. Loss control can and does work for an association. Experts generally agree that to implement a loss control program for owner-operated businesses on an individual basis is very expensive and time consuming. Instead, the reality is that for small- to medium-sized businesses there is no consistent education or application of any loss control techniques, particularly in today's market. &# 160 However, loss control can be handled through the association, with demonstrated results, provided the following two conditions are met: &# 160 (1 ) The loss control program must be simple in its application and reflect the kinds and types of losses that are common ...

... x No Thanks Loading.. Putting Employees First With Eap 4/30/2013 by CompleteMarkets Editor This content has not been rated yet. PUTTING EMPLOYEES FIRST WITH EAP WORKING PARTNERS Quality in products and services has been the guiding principle-in-action for Zingerman's Delicatessen since it opened for business on March 15, 1982. The Ann Arbor, Michigan restaurant's catering and retailing business now brings in $4.5 million a year-without selling alcoholic beverages. Dedication to quality on the part of Zingerman's owners extends well beyond the basics of business to the environment and social action. Recycling and using renewable materials wherever possible is integral to Zingerman's philosophy. Through the Food Gatherers program, established by the company in May 1989, more than 50,000 pounds of perishable food from 120 donors is delivered monthly to 70 agencies that feed homeless and hungry people in the community. The customer always comes first-and Zingerman's 160 employees hold the key to customer satisfaction. Consequently, the owners place great emphasis on the health, well-being, and training of all employees. During the past nine years, Zingerman's has provided a variety of helping services as part of an employee assistance program (EAP) it offers workers. The EAP has been a significant part of Zingerman's care for the people in its work force via bonus sharing, food and cookbook discounts, health insurance, and partial reimbursement for job-related education. The EAP also helps employees who are having personal problems that may include drug or alcohol abuse. Through a three-part process that includes consultation, evaluation, and referral, EAP counselors direct employees having problems to appropriate resources in the community. ...

... This dilemma's creative answer is a message-on-hold service. For relatively little expense, you can have a message tape professionally produced that talks to your clients about your services while they're on hold. Do you fax information to clients and prospects? Do you use a cover page? You've probably answered yes' to both questions. Now comes the big one: Does your cover page list all the services and products you provide? ' If not, you're missing a creative opportunity to market your message. There are hundreds of ways to market your agency or brokerage creatively, and most of them are far less expensive than traditional advertising. Develop an opportunistic eye in your community. Brainstorm with staff members a couple of times per year. Maintain strong relations with the local chamber of commerce and other groups that cater to your particular market, whether commercial, personal, or both. Above all, get everybody involved. Many of the opportunities you encounter will come from unlikely sources, so it pays to have everyone keeping a watchful eye. Finally, like James Dunn, when you do have an opportunity, maximize it. Jack Burke is the president of Sound Marketing, Inc., which specializes in audio and video productions for corporate marketing, communications, and education. He may be reached (800) 451-TAPE. 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 ...

... O'Connor v. Consolidated Coin Caterers (U.S. Supreme Court 1996) 96 C.D.O.S...

... It will seem to the customer like a free gift. It will keep your agency's name fresh in the customer's mind, and reinforce the channels of communication so that he or she will be more likely to notify you of new possessions or a change in status. It helps a CSR to know that most customers have contradictory impulses when it comes to insurance: They want to know all their options, but they don't want to put up with the boredom of hearing about it. An FYI memo or a newsletter can help you to tread that fine line. If you can anticipate another customer desire - the desire to save time - you may want to highlight the newsletter's articles that pertain to their particular situations. A note saying, I thought you'd be interested in this article, ' will cater to the customer's desire to be treated on a personal basis. As a CSR, no one is forcing you to look at the world through customer-colored glasses. Defining service from the client's perspective is an extra. But remember, it's those extras that define success. 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 lucrative contracts with carriers and wholesalers. Net result. More revenue for your agency! Clients & Prospects will research you, your co-workers and your agency here. The most comprehensive online insurance industry reference library for ...

... Everyone's looking for the connection of a human touch. Let your customers know the measures you've taken to ensure the security of your performance. Be prepared to reinforce the financial strength of your underwriters and markets. Let them know that you're there for them. This is a good time to review terrorism-related issues that have created new risks or that might impact their current coverages. Ask your best customers if there's anything you can do to help them get back to business as usual. Let them know that you have their best interests at heart — whatever that might entail. Continue your prospecting efforts. The media is using a heavy hand in touting the dramatic increases in premiums because of projected losses from September 11th. Business owners and managers will be thinking in terms of expense control and financial strength. Cater to those concerns. Because of everything mentioned in point #4 , it's critical that you contact every single customer. In this case, e-mail isn't the way to go. Personal visits are your best bet, with the telephone running second. You are your unique difference. Assuage customers' fears over potential premium increases and financial weaknesses of insurers. Explain that although you can't control the market, you remain their vested partner with a mandate to help them best manage their risks and exposures. As for your agency operations, I offer three suggestions: If you don't have a written disaster plan, get busy preparing one. If you do have an emergency plan, review it based on what we've learned since September 11th. Once you have a viable and current plan, share it with ...