https://completemarkets.com/Article/article-post/2337/THE-MOTHER-CHILD-COMMERCIAL-LINES-SALE/
The "Mother-Child" Commercial Lines Sale
THE 'MOTHER-CHILD' COMMERCIAL LINES SALE by Alan L. Shulman, CPCU When you attempt to sell Commercial Lines, you can project yourself as ... specific insurance company. Your Commercial Lines marketing and sales effort...
https://completemarkets.com/Article/article-post/553/Glass-Ceilings-In-The-Insurance-Agency-Business/
...et uncomfortable. With 300-500 Commercial clients and the same number of Pers...ales management. The Personal and Commercial Lines Managers are responsible f...
https://completemarkets.com/Article/article-post/2260/INDEPENDENT-CONTRACTORS-ARE-THEY-OR-ARENT-THEY/
...on always works on the business' premises. T F The person decides the or...
https://completemarkets.com/Article/article-post/2264/OFFERING-RISK-MANAGEMENT-SERVICES-TO-CLIENTS/
... by a physical inspection of the premises and a thorough investigation of the...
https://completemarkets.com/Article/article-post/1369/DEALING-WITH-THE-PUBLIC/
...When initiating a call, the same premises apply. Clear your work area of other...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/59/Coaching-Salespeople/
... take a position out of the prospect's frame of vision where they can observe both you and the prospect. Have them remain silent throughout the sales call. After the call, do a complete "autopsy" of the call — everything from the moment you entered the premises through the exit. Dissect it like a jeweler taking a watch apart; study every move. Listen to your coach. Don't debate. Accept their comments and learn from them. How do you think you did in achieving your objectives? What did you do ... no one watching them! After all, how many buyers will call a company and say, "Boy, you've got some lousy sales rep calling on me. Get them outta here!" So you need a watcher, a coach, an on-site critic — preferably a competent salesperson you know who will accompany you on sales calls. Oh, and tell you the truth. Here's what to do: Recruit a coach who understands that selling is a process. You can't coach chaos; you can't develop selling skills without knowing ... , wholesalers and service providers. Negotiate lucrative contracts with carriers and wholesalers. Net result. More revenue for your agency! Clients & Prospects will research you, your co-workers and your agency here. The most comprehensive online insurance industry reference library for - Personal Lines Professionals Commercial Lines Professionals Life/Health & Benefits Professionals Online newsletters and content that you can use for your clients and social media efforts. Ability to attach leads and clients to your specific market searches, with e-mail alerts for all the market, articles, blogs and people ...
https://completemarkets.com/Article/article-post/2441/Ethics-In-Life-Insurance-And-Related-Financial-Services/
...s determine the selection of the preferred principles after all relevant ones ...
https://completemarkets.com/Article/article-post/2149/DOING-YOUR-DUTY-PROFESSIONAL-CONDUCT-E-O-AND-YOU/
...nsequences of having to move his premises after a property-insurance loss. (D...licy is to offer umbrellas to each Commercial account, the audit should deter...
https://completemarkets.com/Article/article-post/2041/ALTERNATIVE-WORK-SCHEDULES-TRY-FLEXTIME/
...ing which employees choose their preferred time to eat or do other off-the-job...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/553/Glass-Ceilings-In-The-Insurance-Agency-Business/
... . Unfortunately, too many owners assume general management or sales management roles for which they're not suited due to some combination of ego, the need to remain the key manager in the agency, and to justify high compensation. All too often, the results prove this premise of agency management: The major opportunities in an agency lie within its owner(s ) and so do its limitations! Once the owner shifts the basis of his compensation from needs to the value of the roles he fills, he can professionalize his staff by ... the sales volume of the agency after the association and identify the management roles needed in an organization of this size. At $3 million in revenue with 30+ employees, an agency is on the verge of self-perpetuation. Large agencies sell out only if their owners prefer not to perpetuate they aren't forced to sell. An agency is ready for self-perpetuation when professional management is already in place, one or more owners want to retire, and the mechanism for their buy-out is already in place, as are their successors. The glass ... and carriers. When the agency nears $1 million in revenue, the agent feels quite successful. He's now making a good living. His office staff can handle the paperwork something that he doesn't enjoy anyway. But he's also beginning to get uncomfortable. With 300-500 Commercial clients and the same number of Personal clients, he feels that he's losing control. Things happen about which he isn't informed until a crisis occurs. Some customers leave because they don't believe that he's paying attention to them any longer. With 10-15 employees, he's ...