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...— plus a personal touch. SMALL COMMERCIAL LINES Some independent agents still believe that Commercial Lines are more insulated than Pers...centrating on the medium and small commercial marketplace. SERVICE The nation’...

... , and if you can add some humor, even better. Now memorize the story so you can deliver it easily and gracefully. That's it! You've done it. A good technique is to develop one story that covers all of your top objections. Get into the habit of telling it early in your interviews, and watch — you'll get fewer objections! A PRODUCER STORY Among the top objections Commercial producers raise are limited time, lack of knowledge of Personal Lines, and the fear that Personal Lines trouble will spill over into their Commercial business. Here's a story that you can tell Commercial producers when asking them for introductions: The last Commercial producer I worked with was very worried about one of her accounts. It was renewal time, and she was afraid another company was going to beat ... any of them and had the ideal answer. Can you relate that experience in a story? Great! Develop a well-constructed story, and if you can add some humor, even better. Now memorize the story so you can deliver it easily and gracefully. That's it! You've done it. A good technique is to develop one story that covers all of your top objections. Get into the habit of telling it early in your interviews, and watch — you'll get fewer objections! A PRODUCER STORY Among the top objections Commercial producers raise are limited time, lack of knowledge of Personal Lines, and the fear that Personal Lines trouble will spill over into their Commercial business. Here's a story that you can tell Commercial producers when asking them for introductions: The last Commercial producer I worked with ...

... STORY Among the top objections Commercial producers raise are limited time, l...types of prospects will raise: Commercial Producer Risk Manager ...

...echniques for both Personal and Commercial lines customers. We will provide a...inue to offer Life or Group to all Commercial accounts. 5) Review availabilit...

... more comfortable and trusting with someone they can touch when the product that they're buying is an intangible (i.e. insurance protection) . The direct writers and Internet providers are doing good jobs steering customers' concentration away from this nagging issue. The independent agent's (your) job is to keep reminding them that they can get everything that these other providers are offering — plus a personal touch. SMALL COMMERCIAL LINES Some independent agents still believe that Commercial Lines are more insulated than Personal Lines from attack by the alternative marketers. Yet our own companies are supporting efforts to market niches and associations both directly and through agents. This is only a hop, skip, and jump away from direct-written association programs offering BOP policies through their association's Web sites at rates far below what's currently offered. Small Commercial Lines ... it right. Do it right the first time. Tell everyone how good we are. If we make a mistake, catch it, admit it, and make it right before the customer gets upset. FINANCIAL MANAGEMENT Successful agencies no longer run as "seat of the pants" operations. Whether large or small, these agencies have financial managers and rely on the budgeting process to guide their spending habits. On a year-by-year basis they allocate a specific percentage of revenues to the key expenses (staffing and marketing) and carefully track the success of their tactical plans before spending outside their budgets. The key to successful agencies' financial success is the focus that agency owners place on the operating statements and balance sheets. Not surprisingly, every successful agency knows its operating results and balance sheet liquidity ratios ...

...on new and renewal personal and commercial lines accounts. They therefore feel...ing servicing 30/30 on larger commercial accounts where a higher level of...

... or anything unique to it, such as leaves or branches. Look at the drawing. It's pretty amusing. Next, you draw what your companion describes. Really listen to the exact way the object is described. Continue this until you can produce pictures that are consistent with the descriptions and convey an image exactly in words other than uniquely descriptive ones. Randy M. Schwantz has specialized in coaching Commercial insurance producers since 1991. He can be reached at the Wedge Group, 1408 Hickory Hill Lane, Argyle, TX 76226, (940) 464-9000, fax (940) 454-4622, e-mail [email protected] , Web site www.thewedge.net . Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your ... it amazing that we spend so much time improving all our other skills but just assume that listening will take care of itself? ' The truth is that listening is a skill like any other. We can vastly improve this skill with training and practice. Let's focus on some areas that can always be improved and strive for better results. BARRIERS TO EFFECTIVE LISTENING Ineffective listeners typically have these 10 bad habits: Dismissing the subject as uninteresting. When someone talks about something that doesn't seem interesting, it's common to react by tuning out the speaker. Cure this habit by listening for information that is interesting. Almost any subject has aspects worth your attention. Labeling an entire subject as boring is a sure way to miss out on worthwhile information. Criticizing the speaker's delivery or mannerisms. It's hard to ...

...t personal lines and 50 percent commercial. The annualized property and casual... for 1,800 files. Correspondingly, commercial lines produces $630 v. $250 resp...

... 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 - Personal Lines Professionals Commercial Lines Professionals Life/Health & Benefits Professionals Online newsletters and content that you can use for your clients and social media efforts. Ability to attach leads and clients to your specific market searches, with e-mail alerts for all the market, articles, blogs and people searches you make. And much more! All Articles by CompleteMarkets Editor Monetization type: None Comments (0 ) There are no comments ... x No Thanks Loading.. Business Success Through The Fairness Doctrine 4/30/2013 by CompleteMarkets Editor This content has not been rated yet. Stephen Covey wrote a seminal book on how to run your life and your business, The Seven Habits of Highly Effective People. It's a must read to fully understand the concepts of this article. Once you've read the book read it again at least once every quarter until you've absorbed these ideas into your psyche and are living those seven habits. One of the seminal habits is "Begin with the end in Mind" . However, an even more important principle of life and business is always do what's right for the end user. The basis of this principle is "Treat others as you would have others treat you." Sound familiar? ...

... presenting a 10-step plan to a Commercial producer who chunks up, try explaining how you generally work with Commercial producers first. Then go to step on... proceed. After a few minutes, the Commercial producer will probably stop you,...