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... present the agency as a desirable place to do business, you'll also be able to present the benefits of the protection plans you offer. 3. Know about your area and be happy to offer a warm welcome. (When my husband and I recently moved to an area about 20 miles from the city, the local drug store, three grocery stores, the hardware store, and even an optometrist sent us welcome' kits or letters-we didn't hear from a single insurance agent, independent or otherwise!) Offer a map or small welcome gift, such as a keychain or a calendar of community events, with your agency's name and telephone number on it. 4. Before automatically responding to a request for a quote, take a few minutes to learn about the caller, Ask what they're ... for in an insurance agency, then realistically explain how you and your agency can meet or exceed their expectations. (Remember: Under-promise, then over-deliver!) 5. Even if you don't write the business, suspend the information for future use. Write the prospect a thank-you letter, including an offer of assistance in the future, should he or she desire. If you track the information effectively, you'll have a good basis for presenting to them again without having to do a great deal of work. The public relations aspect of customer service cannot be overemphasized. The goodwill you generate via every communication is at the very foundation of the agency's (and your) continuing growth and success. FORUM Fact Summary Promote your abilities Be proud of your agency Start a welcome to the area' program ...

...the hardware store, and even an optometrist sent us 'welcome' kits or letters-...