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...ting an advertisement in a local newspaper. Some will even accept a radio “spe...ping radio spots? How much will the delivery of the message cost? You need to ...

... them to learn. Attitude counts. Newspapers aren't sold on Disney property bec...y is working to improve its service delivery or about what you're doing for th...

...r or mailing, coordinated with a newspaper ad, that announces the opening of y...rs of the season. However, a single delivery won’t accomplish much. To make th...

...'s almost impossible to read the newspaper, watch the news, or attend a social...e precertification for the baby and delivery to trigger this) if the subscribe...

... the customer. Why are the major newspapers offering online editions? The Inte... operation will run smoothly in the delivery of products or services. Personal...

...ir first homes. Leads from newspaper and other ads: People are intereste...terview, presentation/close, policy delivery, and referrals. Keep in mind that...

... beach towel. No one sells more beach towels than he does, and he's a thousand miles from the nearest ocean. Sometimes ideas like this can hit. If you find something that may work, capitalize on it. Look for a concept. One of the highest forms of intelligence is to take an idea and add to it. RADIO ADS When you're working with a radio station or a newspaper, they immediately try to tell you that you should advertise regularly. They of offer discounts if you do. Negotiate with them. Tell them that you want an annual contract along with the benefit of a lower rate, but you want to spread out the advertising to fit your needs. By having ads air only at the best times, you can get greater impact for the same cost ... . And next to the word Boxholder' we include some information so that when the prospect glances at it, he will get part of the message, whether he wants to read it or not. In addition, sending such mailings in envelopes is not really necessary and adds a cost you can do without. Direct mail can be sent in various ways: You can send it first-class, special delivery, as a mailgram, or bulk mail. Frankly, our agency had better luck with sending letters bulk mail to specific zip codes, specific post offices, and specific neighborhoods. This way we know we are truly saturating an area. Bulk mail costs approximately half the first-class rate, and it's easy and quick to do. In a matter of hours, we had 200 letters printed on ...

...ituation, including print ads in newspapers and magazines and electronic ads o...

... staff meetings, or in-house training. If in-house training even exists, it's most often conducted by the agency owner, who probably has never studied customer service techniques and never functioned as a CSR. Knowing what you want other people to do and how you want them to do it is very different from being able to effectively teach them the necessary skills and motivate them to learn. Attitude counts. Newspapers aren't sold on Disney property because the company doesn't want guests to be in a bad mood from reading negative articles. What do we do to focus on positive attitudes in our agency? How do we motivate our staff members? Being friendly is important. Guests at Disney continually fill out satisfaction surveys listing the costumed characters as the most friendly contacts in the park. This is truly amazing because ... a powerful message to customers? I wonder how our staff would rank if our customers filled out such surveys. Although insurance isn't amusement and we aren't the Disney corporation, we can and should focus more time and attention on customer service excellence. Start by creating an agency that has customer service as its core. Root everything the agency does, on a collective or individual basis, in the service delivery process. When instituting new systems or revising workflow, ask how this will make things better, faster, or easier for the customer. If you can't readily answer that question, go back to the drawing board and think again. Customer service requires monitoring. You can't assume that no news is good news. Most customers who leave an agency because of poor service never tell anyone why they left ...

... to obtain lists of names for your Term campaign. City or county files: These files should tell you who has recently bought new property in your area. These people may find your Term products attractive because they can cover, inexpensively, the obligation they have just made. Referrals from real estate brokers: Brokers can give your name to people who have just bought their first homes. Leads from newspaper and other ads: People are interested in the low premiums Term offers-advertise them and you're likely to come away with many prospects. SALES STRATEGIES Term insurance can be sold in a number of different ways. Here are some ideas for approaching the sale: Letters and follow-up, Personal Lines clients: Target your up-and-coming Personal Lines customers with a letter and follow-up phone call campaign. You can use Letter ... low rates we're offering for Term Life insurance protection. The reason I'm calling today is to see if we can arrange a time to get together so we can tell you more about the services we offer. When would be a convenient time for you to meet with us? ' Once the appointment is arranged, you're ready for Action Steps 4 through 7- qualifying interview, presentation/close, policy delivery, and referrals. Keep in mind that a Term sale is often a dominant-needs sale-meaning the need is obvious and the product that fills it is obvious. If this is the case with your prospect (i.e., Term insurance is the only product that fits the need at this time), you can often combine Action Steps 4 and 5 (the qualifying interview and presentation/close) ...