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...ation mod worksheet. How: The meat on the bone, the process by which the ...

... selling "Wedges" have five well-articulated components: Who: The incumbent agent. When: The perfect time, as defined by you. What: Payroll review, claims review, marketing strategy, annual service plan, and Workers Compensation mod worksheet. How: The meat on the bone, the process by which the service was performed. Why: The trouble or pain the buyer would have if this service were not provided. This article will focus on two Wedges: The Marketing Strategy Wedge and the Renewal Spreadsheet Wedge. Here's ... example of how you can use the Marketing Strategy Wedge on a Commercial Lines prospect: "When your agent came out about 90 days before renewal to do your marketing strategy, they got out a list of all the companies they represent. They told you which companies have a huge appetite for this type of business, which ones do good loss control and safety, and which ones the agency had a good relationship with, so that they could get them working against each other to drive the price down. You asked your agent ... from your competitors. The best Commercial Lines selling "Wedges" have five well-articulated components: Who: The incumbent agent. When: The perfect time, as defined by you. What: Payroll review, claims review, marketing strategy, annual service plan, and Workers Compensation mod worksheet. How: The meat on the bone, the process by which the service was performed. Why: The trouble or pain the buyer would have if this service were not provided. This article will focus on two Wedges: The Marketing Strategy ...