Search CompleteMarkets

... of sterner stuff: Yet Brutus says he was ambitious, and Brutus is an honorable man. This line, from Shakespeare's Julius Caesar, is one of the most famous in literature. Marc Antony makes this speech before a crowd of Romans just after Brutus and his conspirators have stabbed Julius Caesar to death. Antony's motive is to incite the people of Rome against Caesar's murderers. He knows that Brutus will claim that he killed Caesar to prevent him from turning Rome into a kingdom, with Caesar as king. Antony makes his appeal from a completely unexpected angle — one in which he agrees with the murderers. He presents evidence to the crowd that makes Caesar look like a hero, but then praises Brutus for murdering him honorably. Re-framing' is the process of putting an action or event into another frame of reference. Marc Antony does a wonderful job of it. The real message isn't lost on the Romans who quickly tear apart the city in search of Brutus and the murderers, eventually putting them to death for their crimes. Imagine the last time you failed to make a sale. There are two ways to look at it. Either you took a few steps forward because you eliminated a set of behaviors that won't work, or you failed — went home, gave up, and felt awful. How you felt about that experience depends on your frame of reference. If you come from a frame of reference that supports trial and error and learning from mistakes, failure is just a learning experience. If your frame of reference supports the notion that there are winners and losers, then ...

... : I need to see where you're going first. Salesperson: OK, I'll show you the global view. Executive: Great. Salesperson: Of course, you're the only one who knows if this will work for you.. ' Executive: Yes, I like to see for myself. Salesperson: Good. I'll keep that in mind. What an interesting exchange. For many people, the conversation above might've seemed commonplace, even mundane. For a good communicator, the conversation went a long way toward closing the sale. The salesperson can now tailor the presentation to two of the executive's most important Meta Programs, or filters. The first question the salesperson asked elicited the learning style of the executive. In this example, the executive preferred a global view. Then the salesperson confirmed that the executive used an internal frame of reference to make decisions — other people's opinions weren't important. BIG PICTURES OR DETAILS? We learn by chunking' information. Studies indicate that the average person learns best when given information in groups of three. Professional presenters have used this knowledge for years — most well constructed visual aids have three ideas or objects. It's important to break down complex information into bite-sized' chunks. To really make this effective, it's important to know one additional fact about the other person. Some people make sense of new material by seeing how it relates to their world, then looking for details. That's called chunking down. They need to see a global overview of the material. Others prefer to examine details first, then construct a larger picture from them. That's called chunking up. This difference is crucial ...

... : I need to see where you're going first. Salesperson: OK, I'll show you the global view. Executive: Great. Salesperson: Of course, you're the only one who knows if this will work for you.. ' Executive: Yes, I like to see for myself. Salesperson: Good. I'll keep that in mind. What an interesting exchange. For many people, the conversation above might've seemed commonplace, even mundane. For a good communicator, the conversation went a long way toward closing the sale. The salesperson can now tailor the presentation to two of the executive's most important Meta Programs, or filters. The first question the salesperson asked elicited the learning style of the executive. In this example, the executive preferred a global view. Then the salesperson confirmed that the executive used an internal frame of reference to make decisions — other people's opinions weren't important. BIG PICTURES OR DETAILS? We learn by chunking' information. Studies indicate that the average person learns best when given information in groups of three. Professional presenters have used this knowledge for years — most well constructed visual aids have three ideas or objects. It's important to break down complex information into bite-sized' chunks. To really make this effective, it's important to know one additional fact about the other person. Some people make sense of new material by seeing how it relates to their world, then looking for details. That's called chunking down. They need to see a global overview of the material. Others prefer to examine details first, then construct a larger picture from them. That's called chunking up. This difference is crucial ...

... 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 Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Services Jobs PR Newsletters Employees Articles Blog Photos Group Connections Reviews IMMS Library Immerse yourself in our stacks. Take some time and browse through our library. We have thousands of articles, checklists, tip sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All frame Articles tagged with frame Back Coaching Salespeople 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 CompleteMarkets Editor , Bob Ayrer 6/6 /2013 12:00:00 AM COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill .. All Articles by CompleteMarkets Editor Comments (0 ) Decision Making In Corporate America This content has not been rated yet. CompleteMarkets Editor , Michael Manes 6/18/2015 12:00:00 AM Nancy Newbee is the newest trainee for LOCO (Large Old Co.), Inc. She was hired because she's bright, articulate, well-educated, and motivated. She's in her second week of training. All Articles by CompleteMarkets Editor Comments ...

... master of maintaining rapport. One of his techniques was never to use such words as certainly, ' undoubtedly, ' and sure. These words give an air of positiveness to an opinion. For example, I'm sure we can't do that. Are you? Absolutely positive? That degree of certainty reduces the chances for flexibility, so the possible outcomes are limited. If your goal is to persuade people, one of the last things you'll probably want to do is limit your potential outcomes. So rephrase your statement. Try It seems to me that it would be hard for us to do that. Put that way, the prospect's preference is something that might be hard, but not impossible, to achieve. DISAGREE WITHOUT RESISTANCE There's a powerful technique for dealing with disagreement called the agreement frame. To establish the agreement frame, you have to know and use these three phrases: I appreciate that, and .. I agree, and .. I respect that, and .. Using these phrases allows you to acknowledge the other person's frame of reference and redirect the issue without creating resistance. For example, suppose someone tells you you're wrong. You could answer, No, I'm not! ' Or you could choose to maintain rapport this way: I respect your feelings, and I think if you hear my side, you may feel different. DON'T LIKE IT? CHANGE IT! I've found that many people agree with the substance of this lesson and have a hard time changing their old patterns. We might intellectually agree that and' works better than but' and want to change it. However, our attempts to ...

... x No Thanks Loading.. Homeowners Questionnaire 4/30/2013 by CompleteMarkets Editor , Jack Fries 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 Have your producers use this questionnaire from Jack Fries to garner needed information from Homeowners prospects: HOMEOWNERS INSURANCE QUESTIONNAIRE Producer: ____ Date: ____ INSURED Name ____ Phone ____ Address ____ City ____ State ___ Zip ____ Occupation ____ PRESENT HOME Homeowners Carrier ____ Exp. Date____ LIMITS Dwelling ____ Year Built ____ Brick or Frame Additional Structures ____ Liab. ____ Contents ____ Medical ____ Loss of Use ____ Deductible ___ Prior Claims ____ Premium ____ Credits - Alarm, etc.____ Guaranteed Replacement: Home Contents Additions/Alterations All Risk' Contents Theft Ext. Sewer Backup Subsidence Earthquake Extended Liability Scheduled Items Limits: Jewelry Furs Fine Arts (Breakage) Silver Coins Stamps Guns Boats Computers ___ Photo Equipment COMMENTS Are your autos insured with the same company? ____ Expiration Date: ____ RECOMMENDED Dwelling ____ Company ____ ­ LIMITS Liability ____ Deductible ____ Premium ____ Guaranteed Replacement Home __ Contents All Risk' Contents Sewer Backup __ Other REPLACEMENT Number of families Year Built ____ Sq. Ft ____ COMPUTATION Brick Frame Garage Cars Brick Frame Attached Balcony Porch Deck Sq. Ft. # of Fireplaces __ # of Chimneys Inside Outside # of Baths Full 1/2 Basement? Finished? Central Air? __ Wiring:- Year Update: ____ Heating Construction Type I, II, III, IV Plumbing: ...

... , through the customer screens. Customer Service Agent: My agency, which is automated with a fully loaded customer database, has determined that this method works best for us at this stage of our development. Claims can be processed quickly and efficiently by the person with whom the client is familiar. Communication The claims-handling process MUST be fully explained to the client. Since our job is to take the information and forward it to the company, we normally verify address and telephone numbers. (It would greatly delay contact with the insured if the system's existing information were outdated, and then the form were faxed, electronically transmitted, or mailed to the company.) After the claims information is completed, the agent needs to follow the agency's procedures, then consulting the company matrix to determine the time frame involved and when the client should expect a call from the adjuster. It is imperative that the client understand that, to serve them better, a professional adjuster will be handling their claim. We ask clients to call us if they have any problems or if the adjuster does not contact them within the allotted time frame. Our philosophy requires us carefully to put clients in touch with the person who will handle the claim while letting them know we are always there for them should a problem occur. We don't get involved before the company has a chance to settle the claim properly. Saying too much or having an agent inject personal opinions could jeopardize our further relationship with the carrier, as well as with the customer. People Skills Each agent handling claims must be thoroughly trained in people skills ...

... on training a producer, invite all the other producers, one or two CSRs, the automation person, and the accountant. At the brainstorming meeting, have the group take 15 minutes to list the key areas that should be addressed in the training program. Provide index cards to allow participants to write down one answer on each card. Collect the cards and then discuss each recommendation as a group. Tape the approved recommendations on the wall, and instruct the group to review them during the following week. They should be instructed to organize the cards in chronological order. Also, make sure they note anything that was overlooked. This exercise will reinforce your commitment to the project and provide you with a well-balanced, comprehensive training plan. At your next meeting, finalize the list, including time frames and so forth. The list should then be neatly typed for formal discussions. Next, select an appropriate trainer who will be totally responsible for the administration of the plan and will conduct much of the training. Seniority or technical expertise are not the primary attributes of the ideal trainer; enthusiasm, patience, commitment, and strong communication skills are far more important. Add to these qualities a good working knowledge of operations, procedures, and products, and you have your trainer. If you discover several persons who qualify as trainers, offer those persons an opportunity to volunteer. A volunteer is more likely to favor the project. Just keep in mind that any trainer must be given three things: authority, time, and incentives! These necessities will help guarantee the success of the program ...

... ." "Some of the firm's key clients include [clients' names] ." The next section should identify issues of importance (which you've developed throughout the prospecting process) to the client or prospect. The development and presentation of these issues are what defines your firm as a consultative brokerage, rather than as insurance salespeople. They constitute the themes of your presentation. After the key issues, indicate your organization's solution to them. Show the expected results of these solutions and how the client will benefit. This could take the form of a simple display. Refer to the body of the proposal for details and an in-depth demonstration of these benefits. After all, the executive summary simply sums up the facts. Finally, restate what your organization is proposing for the client, the time frames, and your unique qualifications for providing these solutions. Avoid making this closing too sales oriented. As a consultant, you need to be perceived as a partner, not as someone looking for a commission. Use statements such as: "XYZ recommends this course of action to client." "XYZ is prepared to implement these actions in the following time frames and with these expected results. Effective use of stewardship reports and executive summaries is a critical skill that independent agents and brokerages must master. These techniques will allow an organization of any size to improve its perception in the buyer's eyes. The result will be improved success in the large-account marketplace. The goal of the CompleteMarkets editor is to bring valuable content to the CompleteMarkets members. Providing content to insurance professionals to enhance their sales process ...

... important thing and the dream will never be realized without it. But of equal importance is the implementation and application of the plan — management. Management deals with implementation of a plan, monitoring the results, and adjusting performance to assure success in a future of constant change. In a family everyone will manage and will be managed at some point in time. To keep this article short and simple, I'll only report on my observation of these management techniques used by my friend, his spouse, and children in relationship with just one family member — Mollie Deux. As stated earlier, Mollie Deux is perfectly suited for this family, house, and yard. The first absolute established in the relationship between Mollie Deux and the family is the turf' This is Mollie Deux's area of operation. It's framed by the perimeter of the yard and is limited to the outside of the house - Mollie Deux is a yard dog. To assure Mollie Deux respects this limit and to protect Mollie Deux from herself (if she leaves her turf she maybe hit by a car and killed) there is an electronic fence. There is a consequence if she exceeds her authority (turf) - a shock! This is not cruel - it's necessary. To leave Mollie Deux without boundaries would be cruel and dangerous. In addition to the turf restrictions the family uses two other basic techniques to manage Mollie Deux. These are the carrots and sticks of her life. Mollie Deux, like the good people in your organization, must meet certain expectations to remain a member of the family. To be successful Mollie ...