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...et uncomfortable. With 300-500 Commercial clients and the same number of Pers...ales management. The Personal and Commercial Lines Managers are responsible f...

...acized partner from entering the premises, literally locking him out of the of...

...on always works on the business' premises. T F The person decides the or...

... from the moment you entered the premises through the exit. Dissect it like a ...

... In one case, two partners owned equal shares of an agency which was created through a merger. One partner decided that he could no longer live with the other partner, who had merged with him three years prior. He forbade the ostracized partner from entering the premises, literally locking him out of the office. The locked-out partner initiated litigation, and arbitration was agreed to. The departing partner had rejected an offer to sell his book to the remaining partner at one times commissions over a period of years. After extensive ( ... by the formation of a new competitor, could conceivably have been heavy enough that it might have been necessary to sell the agency with all involved receiving an equitable portion of the proceeds. THE BOTTOM LINE: AN OUNCE OF PREVENTION Settling differences through negotiation is almost always preferable to a power struggle. The dynamics of animosities take on a life of their own that can lead to unexpected damage for all concerned. There is nothing more damaging to client relationships than for clients to find themselves in the middle of a bitter battle. Employees ... , 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 ...

... by a physical inspection of the premises and a thorough investigation of the...

...When initiating a call, the same premises apply. Clear your work area of other...

... concentrated on existing clients. The objective of risk management is to conserve the physical assets of the business from Accidental Loss and Liability claims. The first step is to identify all the exposures a client faces. This can only be done by a physical inspection of the premises and a thorough investigation of the client's business. When clients and prospects are reluctant to give us their valuable time, we've always replied: "If you were taking an airplane ride, would you prefer the pilot check out the plane in advance or just hop ... and take off?" Agents need to examine the client's coverage closely in order to build a better mousetrap. Duplicating the existing program makes price, rather than enhanced coverage, the primary factor for change. There's no way that an agent can underwrite properly over the phone or based solely on information the client volunteers: They need to ask questions. We strive to uncover uninsured exposures, and then offer the insured coverage for these exposures if it's available. This has been a tremendous sales tool. We've written many accounts based on ... , 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 ...

... 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 ...

...put a trained Life person on the premises to help you with the process. ...gress and start treating you like a preferred agency before you become one. On...