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... Agents dream about having their 'phones ring off the hook,' having swarms of sizzling hot prospects knock on their door — insisting on doing business with them. And it’... pull out your Unique Selling Proposition — then buckle up. You’re on your way to the exciting ride of gro...

...he carriers used to handle. Automation has enabled even small agencies to do sophisticated inspection/risk analyses, underwriting, rating, co...nadequate service, and lost revenue. Don't be penny wise and dollar foolish with your time or money!

... Becoming accustomed to a growing economy is easy and dangerous. Although ther...eed in good times and bad. Although no one wants outside forces to control a business, it's easy to let the economy, competition, and other agents dictate one's business practices. If you use th...

...d Tall With Stewardship Reports
Don't be left dangling on the hook of price and commodity. Stewardship is one of the most important techniques that ...quantifiable value and have already demonstrated it. The Report frees them to spend their efforts on new business, client projects, and professional development — instead of protectin...

... failure Perfect list+ lousy package = possible chance of success Perfect list+ right package = high degree of success List purchasing is both an art and a science-at least when the criterion is more complicated than within a mile radius of the store. Information is available on every consumer on earth-specifics on age, income, education, purchasing habits, driving habits, and bad habits. Want to know what size coffee cup your head of household drinks from? Wondering what size tires are on his/her car? Everything is available, from the absurd to the sublime. It's important to define the parameters you need early on. Here are the key elements to direct-mail success: the list (it had better be the right prospects) the copy (tell em why they need to come in) the hook (there must be something for the prospect) the look (familiar, but different-out of the ordinary, but similar) the offer (your firm must be competitive and then some) the action (fax it in, mail it in, walk in) the urgency (do it now, because..) the timing (common-sense strategies and just plain luck) The words do make a difference. Some people think that terms like database marketing' and direct marketing' are simply new buzzwords. Wrong. In the past, the phrase direct mail' was used to define a piece that went in the mail to a particular individual on a list. Often there were no set parameters other than geography and the occasional emphasis on branding. Today, an effective direct-marketing campaign relies on ...

... prone to nicks, bumps, and ingrown hairs. While Gillette wins the close-shave race, Schick goes after niches where safety is an issue. Use your sales staff effectively. Although salespeople can display primadonna-like behavior and even a certain amount of arrogance, they are right when they complain about much of what they're asked to do. Rather than spending time cultivating prospects, servicing existing customers, and building relationships, they are expected to cold call and locate new prospects. While every sales rep should be watching out for new opportunities, looking for a needle in a haystack is a waste of time and talent. Selling efficiency starts with good leads, and it's the job of the company to develop them. The goal is to keep the sales forces busy doing what it does best-selling. Offer response hooks. A response hook is nothing more than an opportunity for the recipients of your communication-newsletter, ad, direct mail, or Net-to inquire, request, or respond. Whether it's requesting information, a brochure, white paper, sample, or appointment, offer choices because this is the moment of maximum motivation. The goal is to pull the prospects closer to you in ways that meet their needs. Offering pertinent, helpful information can be a powerful hook. Refuse to get side-tracked. Staying focused isn't easy. There are powerful forces pulling and pushing in every direction except forward. Boredom causes the mind to look for new excitement. Just trying to keep up with the competition directs energy away from the goal. Ego obscures valid objectives. Getting off course is easy, particularly when business is ...

Safety And Hazard Inspection Survey
SAFETY AND HAZARD INSPECTION SURVEY (This article contains material that may be of interest t...l trucks stored in accord with regulations? Excerpted with permission from Safety Information Currents, volume IV, number 4, ISSN 1088-8101, which is published monthly by System Interface Consultants, Inc. (ISSN 1066-8101), 1744...

...Waste Your Time
Those of us who don't market at all, jump at every opportun...ero for 10 because you run up against non-buying prospects.

...deas?' This is a legitimate question and worthy of discussion. Firms today must find new ways to save and reduce costs. On the other hand, one must be careful. Realistically speakin...d an infinite number of creative solutions can capture the attention of the audience so the program has a...

... trophies (and the glory) . So he decided to go elephant hunting on his own. After all, he'd been on six expeditions and had bagged game every time. The others knew that he had promise. Now he would show them that he was ready to be their equal. "After a few days in the wilderness, he came upon a perfect target, a mature elephant feeding. The young hunter set himself up and prepared to pull the trigger. He just had time to feel the hot breath of the bull elephant behind him before the beast crushed him underfoot. "The moral of the story: Although skill, knowledge, and desire are important — nothing beats experience, and someone guarding your back. "You're young, smart, probably aggressive and talented and have hooked up with a fine firm. But don't mistake the financial wherewithal and a good start for the knowledge base learned from years of experience when it comes to buying and running an agency. The impact of a bull elephant is nothing compared to that of a smart and wily competitor facing a ‘young buck' in the insurance sales arena. "I suggest that you hone your production skills in your current agency and ask for and assume some management responsibilities, a little at a time, until the current owners tell you that you can run the agency as well as they can. Then become their perpetuation. If that proves impossible, consider making the contacts to acquire. You see, acquisition isn't just a matter of desire and money. A seller (except unscrupulous ones who ...