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..., most of which are preventable. Farmers must handle a variety of agricultura...intended as a general description only and does not carry the force of legal o...

...was innovative in its approach to farmers and other rural customers. It was innovati...ame product that other companies sell, and sells it at about the same price. B...

...ple knew what others did at work. Farmers knew what most farmers did, and industrial workers knew what other fac... is dire. The time for 10% staff cuts and 20% quality improvements is past. S...

... /11/2015 12:00:00 AM by Randy Schwantz This content has not been rated yet. MENTAL FLEXIBILITY 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. A farmer invited a group of city folk to his farm for a visit, where he explained his philosophy of farming. I'm an old-fashioned kind of farmer, ' he said. I can drive a tractor, bale hay, plow the fields, shoe horses — you name it, I do it. Can you lay an egg? ' asked a guest. You don't have to lay eggs to be ... great communicator. What you do have to be is very flexible. How flexible are you? Flexibility is the key to effective communication with widely varied groups of people. Think about it. If your flexibility and behavior had unlimited ranges, couldn't you persuade and influence anyone? Probably. Our effectiveness is limited by our own flexibility. If there's a behavior you can't generate, there's a response you can't elicit. You're responsible for effective communication. You have to be able to try a wide range of behaviors until one works and you get the response you want. That's a tall order. For example, what's your range of behaviors within each of these pairs of opposites? Loud - Quiet Laugh - Cry Eloquent - Inarticulate Emotional - Stoic Happy - Sad Love - Indifference You can produce a ...

... existing customers? Are we afraid of the success it might engender — or do we fear failure? Now, before the members of the choir (those who are cross-selling) rise up to say that I'm wrong, let's take a look at just one consumer: Me. When we arrived in California in 1984, one of our first culture shocks was the cost of Auto insurance. As a Farmers insured, we contacted a local agent to make the address change and learned that the premium was nearly three times higher than it had been back East. We paid the difference and chalked it up to the price of living in California — until the locals explained that anyone in the know with a good driving record was getting their insurance from 20th Century (now 21st Century) . I made ... energy in cross marketing additional policies to existing customers? In an increasingly competitive world, success requires you to maximize the potential value of every client to your agency. Jack Burke uses his own 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 ...

... the cost of Auto insurance. As a Farmers insured, we contacted a local agent ...ttp://www.soundmarketing.com/cosmo.htm and buy Cosmo Conte's workbook and four CDs on “The Magic of Multi-Lin...

... it writes small contractors' Property policies better than anyone else, it will write a lot of them-and leave the small contractors' Health insurance to someone else. Being all things to all people is impossible. Local hardware store B didn't suffer any sales downturn when the big hardware store opened, either. Store B thrives by selling merchandise the big store doesn't. It specializes in the hardware ranchers and farmers need. By targeting a class of customers, Store B also successfully cross-sells its customers clothing, hunting and fishing equipment, toys, and animals. The key is that the clothes are Western-style or work clothes ranchers and farmers like. The toys are things like tractors, plastic animals, and trucks. Store B found that it can sell its customers almost anything related to farms and ranches. ... independent agencies can thrive by identifying a type of business that large agencies inadequately service. Identify a group of clients, become experts in their business and their needs-and sell them all the coverages they require. Independent agencies, even small ones, definitely have a bright future. They need to do something special like the two small hardware stores. Offer better service related to a specific product or offer better service to a select group of customers-and you can sell those customers everything. Chris Burand can be reached at Burand & Associates, LLC, PMB 345, 1829 S. Pueblo Blvd., Pueblo, CO 81005, (719) 485-3868, fax (719) 485-3895, E-mail [email protected] , or Web site www.burand-associates.com . Login or Register (for FREE) to gain access to thousands ...

...and it and work with it. The best farmers are the ones who know the system, th...t your client emotionally, physically, and financially. Qualify for decis...

Crop And Hail Insurance
CROP AND HAIL INSURANCE Dear (Customer Name): ...y I'd like to tell you more about Crop and Hail insurance. I'll be glad to ans...

... coverage in ST. Paul Insurance Companies. We are one of the few agencies in the state participating in a special program the carrier has for this class of business. Under this program we have broad underwriting authority, including the discretion to apply up to 25% IRPM credits. This program has meshed well with our activities at the bank agency. The bank's depositors and loan customers include many affluent farmers. In the past few years, however, these farmers have had to cope with a statewide agricultural economy that can only be described as terrible. Bankers are trying to help their farmer clients any way they can. If a farmer can cut a $3 ,000 to $5 ,000 insurance premium 25% by dealing with us, the banker will be only too pleased. Consequently ... get. We've never solicited Life and Health insurance in systematic fashion, however. This we are now doing with the help of the prospecting lists from the bank. In time, we hope to sell more Commercial-lines insurance through the bank agency, although, again, the size of the local market is limited and ARI Services already writes a significant share of it. At present, we are writing farm Owners/Ranch Owners insurance through the agency. In fact, about half of the applications generated at the facility have been for such business. All the Farmowners/Ranchowners business is brokered through ARI Services. We have an excellent market for this coverage in ST. Paul Insurance Companies. We are one of the few agencies in the state participating in a special program the carrier has for this ...