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...efficient to place business with a large number of companies,” says Sharon Cun...00 account,” he says. Platt says that larger agencies and brokers largely ignore these accounts. A typical...

...es trying to fight our way through larger ones. As we overcome a competitive h... he or she were a potentially new and large account? 4. Focus On Your Niche. ...

... to customers and prospects your agency's professionalism and dependability. Create an accessible, cordial environment by recruiting qualified employees from the community. Focus on persuading and motivating your audience to call your agency for a quote, to purchase insurance, to refer their friends and associates to you and to keep their insurance coverage with your firm. Identifying your target audience is critically important. Are you trying to reach new large commercial accounts? Are you attempting to develop a market niche? Or are you appealing to the general public to increase your personal-lines book? If you take time to identify your audience, you'll know where to go for publicity. You'll get the right message to the right audience through the right medium. If your agency wants to reach boat owners, for example, consider writing an educational article ... insurance for a yacht club newsletter. Appoint someone within your agency to manage the publicity program. This manager will coordinate details of the program, work with the media, write articles and press releases, promote your agency's personality, and ensure that messages to the public are consistent. The manager will keep all employees apprised of all publicity efforts so that phone calls and inquiries are handled appropriately. Once the publicity plan is developed, begin contacting the local media to establish a relationship. Consider networking through community associations (Lions Club, the local chamber of commerce) and sponsoring events like the local Little League, symphony concert or neighborhood marathon. You might have to cold call newspaper and television editors, however, just as you call business prospects. Send the editors a press kit with your agency's ...

...t potential in personal lines. The larger agencies with most of their activity centered in larger commercial accounts are the ones tha...ssume that they are. If the agency is large enough and has access to the right...

...equency of client meetings depends largely on engineering reports from compani...ly, leases and other contracts create large exposures because of the responsib...

...rtant. Are you trying to reach new large commercial accounts? Are you attempti...ounce new employees, the landing of a large or influential account or a local ...

... business brought them together. Aunt Judy's Personal Lines business has been through carrier purchases, automobile claims, jewelry losses, and premium increases. Her trust and loyalty never wavered. She knew it was inevitable that Marie would retire or the agency would be sold. Both happened. Like Jan and Bob, Aunt Judy received notice of the agency's sale. In this case, it was sold to a large regional broker. She was given the name of the new service agent who would be handling her account. Although there was no personal contact yet, at least she had a name. So far, so good. But when she called this CSR with a quick question, she was transferred to the CSR's voice mail (without her consent) . She chose to opt out, knowing that ... agencies that were sold. STORY #1 When Jan and Bob moved their family to Charlotte, they did what many people do to find good professional advisors. They asked neighbors, coworkers, and friends for referrals. Following the recommendation of a friend, they found an agent and were satisfied with that choice for 12 years. Their multi-line Personal insurance package includes Auto, Home, Umbrella, and Boat policies. Jan told me that she felt their business was valued and service was good. One day, Jan and Bob received a letter from their agent advising that he was selling his agency to another local agent and that the new agent would be in touch. No problem, they thought. Months went by without even a letter of introduction from the new agent. Then the renewal policies ...

... ? Do you have a central heating system? How do you heat your home? Have you had any insurance losses in the last five years? Do you or any household member smoke? Do you desire a $250 or $100 deductible? Do you own a dog? What breed? Do you own a boat, trailer or camper? Do you live near a pond, river or large body of water? Are you in a flood zone? Is your home under construction or being remodeled? Do you have any boarders that are not family members? Do you have tenants? Do you furnish any belongings in the part of the premises you rent? Would you like replacement cost on your contents? Would you be interested in an inflation guard built into your policy? Do you ... in your home? Do you have a woodstove? Has your woodstove been inspected? Do you have a central heating system? How do you heat your home? Have you had any insurance losses in the last five years? Do you or any household member smoke? Do you desire a $250 or $100 deductible? Do you own a dog? What breed? Do you own a boat, trailer or camper? Do you live near a pond, river or large body of water? Are you in a flood zone? Is your home under construction or being remodeled? Do you have any boarders that are not family members? Do you have tenants? Do you furnish any belongings in the part of the premises you rent? Would you like replacement cost on your contents? ...

... : Whether it's for Automobile, Homeowners, Boat, or any other type of insurance, we shop the market.. All Articles by CompleteMarkets Editor Comments (0 ) Contingent Business Interruption This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:37:10 PM CONTINGENT BUSINESS INTERRUPTION Dear (Customer Name): Maybe you're located in a prime spot - right near a large supermarket that draws a crowd. They come to shop there, then they head over to you .. All Articles by CompleteMarkets Editor Comments (0 ) Equipment Rental - "Complete Insurance Protection" This content has not been rated yet. CompleteMarkets Editor 9/15/2014 12:00:00 AM Dear (Customer Name): All year round people rent home improvement equipment such as ... Employee layoffs after an acquisition mean that an agency has serious management issues. A .. All Articles by CompleteMarkets Editor Comments (0 ) Automated To Shop All Coverages This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:40 PM AUTOMATED TO SHOP ALL COVERAGES LET US DO YOUR SHOPPING Dear (Customer Name): Whether it's for Automobile, Homeowners, Boat, or any other type of insurance, we shop the market.. All Articles by CompleteMarkets Editor Comments (0 ) Contingent Business Interruption This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:37:10 PM CONTINGENT BUSINESS INTERRUPTION Dear (Customer Name): Maybe you're located in a prime spot - right near a large supermarket that draws a crowd. They ...

...and-butter clients respond well to large display ads. TO BILLBOARD OR NOT TO B...