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... fillings. Demonstrate leadership. While caution is often prudent, it's leadership that captures the attention of prospects. Circuit City, for example, has pulled the plug on competitors because of its marketplace assertiveness. On a smaller scale, a Chinese restaurant opens in near-saturated Chinese food market and captures customers with an innovative approach: an open kitchen where customers can watch the food being prepared, and a dining atmosphere that seems different from the average Chinese restaurant. Customers sense something new, different and comfortable-and the leadership behind it. A Results-Based ... and want to help customers, but their behavior betrays their words. It's not difficult to identify a salesperson whose only objective is to make the sale: Everything is aimed at achieving that goal. Prospects quickly sense the true mission and go on the defensive, either rejecting the salesperson or backing away from making a decision. It's far more effective to consider prospects customers in the making, whether they buy today or a year from now. The goal is to bring them into your orbit in such a way that they won't go ... x No Thanks Loading.. x No Thanks Loading.. x No Thanks Loading.. x No Thanks Loading.. Rodgers & Associates Insurance, Inc. 1 2 3 4 5 Rating history (0 Reviews - 0 of 5.0) Shows who have rated the content, and the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously ...

...nt opens in near-saturated Chinese food market and captures customers with an ...kitchen where customers can watch the food being prepared, and a dining atmosp...

...ards, such as providing breakfast foods or fruit in the kitchen or free soft ...elp prevent costly hiring mistakes. Insurance tests can identify an individua...

...ed the way some of them handle the food, with bread and tomatoes stuffed in th...

...speak in generalities. At least as food for thought, here are some observation...rospecting or sales call and facing rejection. Thus, many producers thrust the...

... " It's difficult to give a definitive answer since the philosophies and practices of agencies vary so greatly from one to another. In addition, without knowing the unique situations, skills, and personalities, the best we can do is speak in generalities. At least as food for thought, here are some observations and comments from our agency management faculty: FACULTY RESPONSE There are several dynamics at work here. Some producers view every account as personal income, but sometimes the producers allow the "perfume of the commission to exceed the stench ... In many cases, it's not. FACULTY RESPONSE Much of the problem might indeed be a sales issue that has nothing to do with marketing. Marketing, administrative, and clerical chores for producers are far less threatening than going on a prospecting or sales call and facing rejection. Thus, many producers thrust themselves into marketing activities and work hard at justifying those efforts. Part of this justification, by necessity, is to denigrate the marketing department. It's a "smoke screen" that exists because many producers, even experienced ones, ... , it's interesting to note that marketing problems often disappear. Reproduced, with permission, from the VuPoint Newsletter of the IIABA Virtual University. 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 ...

... Examine your agency's strengths and determine if employees have benefits to sell. Employees are looking for growing, successful companies that provide a friendly environment where they can participate in decision-making and be part of a team. Some agencies have found creative rewards, such as providing breakfast foods or fruit in the kitchen or free soft drinks, instead of just coffee and tea. Others designate employee committees to plan social functions, or they take the office on trips when agency goals are achieved. The key is to have a positive work environment where ... for CSRs, use these assessment tests for various agency employees. Even with good screening, employees will turn down offers. In some cases, their compensation expectations might be beyond what's realistic or they might just be testing the marketplace. But in other cases, they reject the offer because the agency made a poor impression on the employee. Agencies known for their ability to attract and hire good employees go to great lengths to maintain an upbeat, positive relationship with all applicants, even those that they don't hire. They treat applicants ... matter where I travel, I hear this lament from agency owners and managers. In some parts of the country, the competition for good talent has fueled price wars for good service people. Although many segments of the economy have a surplus of qualified people, the insurance industry has a shortage. To win this battle, agencies must rethink their strategies to recruit, motivate, and retain committed employees effectively. Today's high-performing employees are looking for more than compensation packages and benefits. Examine your agency's strengths and determine if employees have benefits ...