Search CompleteMarkets

... x No Thanks Loading.. How To Keep Your Sales From Running Out Of Gas 11/19/2014 by John Graham This content has not been rated yet. HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that it's smart to have a least a few gallons of gas in the tank at all times. It's not very bright to see how far we can go before running out of gas. A couple of "come and get me" calls is usually all it takes before we get the message to head for the gas station before disaster strikes. Nevertheless, far too many businesses somehow missed this memo. Every day they are running out of gas and don't know how to find their way to the nearest pump. Now, if this seems somewhat obtuse, try this: Salespeople find themselves trying to run on empty and there's no gas station within 50 miles. Worse yet, they can't find their way to the pump even with a GPS. The message here is elementary: As salespeople, we let the good times deceive us. Because we were so successful, it didn't take much to convince ourselves that it would go on forever. However, as we all know, it didn't. Although all of this history, few, if any, salespeople and even fewer sales managers and business owners, have anything that even resembles plan B. Here's where things gets really interesting: These same companies honestly believed their strong sales figures were the direct result of their prospecting prowess, when there was absolutely no connection ...

... x No Thanks Loading.. Agency Development: Big Spenders Vs. Investors 4/30/2013 by Al Diamond , CompleteMarkets Editor This content has not been rated yet. Agents come in distinct varieties when it comes to spending money on agency development. Some agents are penny-pinchers, preferring to save their money and make it available for their compensation and benefits. Others, who understand that spending money on agency development is like priming a pump, realize that money spent now might generate major gains in future income and revenue. The Spenders fall into two categories, Big Spenders' and Investors. Big Spenders tend to throw money at problems and take advantage of every opportunity they can afford. So when computers are too slow, they buy new computers. When backlogs become unmanageable, they buy more staff. Big Spenders are easy to identify because they shell out for every gizmo and gadget as it becomes available. Big Spenders are missing one key trait that separates them from the Investor personality type. Investors cost-justify every expenditure by tracking results. Big Spenders are almost paranoid about not tracking the results of the spending in case a purchase turns out to be unwise. After all, ' they reason, the money's already spent. What good is crying about it if the results don't match the expectations of the cost of the purchase? ' In a way, the Big Spenders are right — you can't take back an expenditure made to help the agency grow, prosper, or become more efficient or effective. But where he misses the boat, while the Investor understands the process, is in score ...

... Reviews IMMS Library Immerse yourself in our stacks. Take some time and browse through our library. We have thousands of articles, checklists, tip sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All Back Agency Development: Big Spenders Vs. Investors 4/30/2013 12:00:00 AM by Al Diamond , CompleteMarkets Editor This content has not been rated yet. Agents come in distinct varieties when it comes to spending money on agency development. Some agents are penny-pinchers, preferring to save their money and make it available for their compensation and benefits. Others, who understand that spending money on agency development is like priming a pump, realize that money spent now might generate major gains in future income and revenue. The Spenders fall into two categories, Big Spenders' and Investors. Big Spenders tend to throw money at problems and take advantage of every opportunity they can afford. So when computers are too slow, they buy new computers. When backlogs become unmanageable, they buy more staff. Big Spenders are easy to identify because they shell out for every gizmo and gadget as it becomes available. Big Spenders are missing one key trait that separates them from the Investor personality type. Investors cost-justify every expenditure by tracking results. Big Spenders are almost paranoid about not tracking the results of the spending in case a purchase turns out to be unwise. After all, ' they reason, the money's already spent. What good ...

... them? If no one ever calls or writes to say great job! ' you're not delivering exceptional service and value to your clients. Period. If you can't differentiate yourself on the basis of service and value in the insurance industry, you're in the wrong business. When was the last time you took the time to send a thank-you note to someone who exceeded your expectations? I mean anyone-a boss, spouse, child, associate, God, client, vendor, employee, mailman, McDonald's cashier, whoever! If you're thrilled with someone's work performance, be sure to tell their boss, too. When was the last time you left some money on the table with an employee, a client, a competitor, or a vendor/supplier as a sign of goodwill? Prime the pump for the next time you come for water. Beat someone up for that last nickel and you're likely to regret it. When was the last time you fired a hopelessly misplaced employee who you knew would never succeed in your organization? Why do you feel like you're doing people a favor by keeping them in a role that's unsuited to them? That's no favor, it's a crime-to the inadequate employee, to your other employees, and to the organization. When was the last time you spent some time, money, and attention to help a recently fired employee find a better career fit? Look, if you have to fire someone, recognize that you too made some mistakes in hiring and/or managing that person. Accept that responsibility and do the right thing. There's a good ...

... that only your most valued executives will receive. Fred and his wife are poised on the edges of their chairs, waiting for your pronouncement when you spring it on him, Fred, we're going to give you a $100 monthly increase in salary! ' ' What do you suppose Fred's reaction would be? The minute he got home he'd start updating his resume. If this 2% raise of $100 (less than $30.00 after tax each semi-monthly pay period) is his thanks for doing a great job, it's time to start looking for another opportunity. Of course, no employer would make such a dumb move. If they only had $100 to spend they certainly wouldn't make a big deal of it..unless.. Now let's assume exactly the same scenario, but this time as the pumped up Fred anxiously awaits his special recognition, Mr. Employer says the following: Fred, we know how important your family is to you, so we want to provide you with some extra security. If you were to die while you're employed by us, we're going to put your wife, Mary, on the payroll for one-half of what you're currently making. We'll pay her $25,000 per year and we'll keep that payment up for 20 years. Only, Mary won't have to come to work. She won't have to do anything for her $25,000 of annual salary. Now, what would Fred's reaction be? Wow, what a great benefit! ' And what would Mary's reaction be if Fred later decided to leave for another job? Are they going to ...

... x No Thanks Loading.. Personalized Service Is Now The Norm 4/30/2013 by CompleteMarkets Editor , John Graham This content has not been rated yet. Do customers really want more personal service? The answer may seem obvious, but is it? It's true that there are plenty of complaints-many of them justified-about shopping in stores where sales and service personnel are in short supply and the workers lack training, courtesy, and a desire to be helpful. But is all this a plea for bringing back old-fashioned personal service? It may seem so, but what's actually happening is quite different and far more significant. Only those over 50 can remember the days of personal service when smiling, neatly uniformed attendants pumped gas, checked the oil, and hand-washed your windshield. These are the same people who recall the local five-and-dime, where a corps of quiet, unassuming sales clerks waited patiently behind counters. Only those who have passed the half-century mark can recall the day they turned 18 and went down to the local bank with mom and dad to meet the bank president, who personally opened that first checking account. Help was plentiful because labor costs were low, making it possible to render a level of service that was solicitous-often almost patronizing. It can still be found in certain upscale shops, many country clubs, some law firms, exclusive restaurants, and other venues catering to the wealthy. But is this what customers are looking for today? Is this the customer service model for the new century? Today, the force redefining customer service is the Internet: the one realm where ...

... company business, you could face legal liability. What's more, drivers injured while driving and telephoning on company time will generally be eligible for Workers Compensation benefits. The first step in dealing with this exposure is to create and implement a cell-phone use policy for employees driving company vehicles. Although such a policy doesn't protect you completely from legal responsibility for accidents or injuries that could occur while workers were using a company-owned vehicle, it demonstrates your forethought and responsibility. This plan should provide guidelines for: Training. Provide instruction manuals so that employees know the features of their cell phone. Safety. Remind employees not to dial or talk when driving conditions are hazardous, to keep conversations short, to tell the other person that the employee is calling while driving, and to turn off cell phones whenever they pump gas or use jumper cables. Making calls. Discourage cell-phone use behind the wheel and require drivers to stop when dialing their cell phones? Voice mail/caller ID. Make sure that drivers have these features on their cell phones so they can resist answering the phone while driving. Accident/injury reports. Require employees to report any accidents or injuries resulting from cell-phone use phone while driving.  Discipline. Punish workers who violate these safety rules or local or state laws about using cell phones behind the wheel. Remember, "an ounce of prevention …" Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save ...

... the most common insurance agency marketing mistakes, together with reality checks for turning them into strengths: Mistake #1 . Failure to have a marketing strategy. This one tops the list. Few agencies consciously think about what they want to accomplish (other than to say, "We want more business.") . Strategy emerges from a careful analysis of an agency's strengths, capabilities, markets, and account base. It has to do with what the agency needs to accomplish and how it's going to go about doing it. Reality check: If you don't know where you're going with your marketing, you'll never reach your destination. Mistake #2 . Failure to have a plan. Insurance agencies are hotbeds of "planless marketing." They decide to "do things." Everyone gets pumped up about a particular promotion and three weeks later it's history. Or just as likely, someone decides to send out a mailer or an e-mail blast that has no purpose, objective, or action step. Almost without exception, these attempts have the wrong focus: It's always what the agency wants the customer to do –– not what the agency can do for the customer. There's no plan or planning — no thinking through the overall marketing picture. There's no time spent on how to integrate the parts, or structure for implementing it over time. Without this planning process, there's no plan. Reality check: Failing to plan marketing means planning to fail. Mistake #3 . Failure to take marketing seriously. For far too many agency owners and ...

... with your hands out of your pockets. Smile. A slightly upturned mouth is an approachable look. Your eyes shine when you smile and make others feel as if you're welcoming their conversation and thoughts. Eye contact. Keep your eyes focused on the person you're talking to. During a conversation, darting eyes make the other person feel as if you're looking for someone or something more interesting. Firm handshake. Every man and woman should have a firm handshake. Forget the ladies' handshake your mother taught you, in which you only touch a woman's fingertips. Here's a trick for consistent handshakes: Open your right hand with your thumb pointed up and extend your hand to the other person, linking your hand to theirs in the same fashion. This is a web-to-web grip. Give one quick pump, make eye contact, then release. If you're sitting when someone offers you their hand, always stand and squarely face the other person when you shake hands. Remembering names and personal facts. It's as simple as this: Remembering and saying a person's name makes them feel important. Not good at remembering names and personal information? Use these three tips: Start telling yourself that you're good at remembering names. Repeat the person's name when you're introduced, and use it in your conversation. Make a mental note connecting the name with a personal fact or characteristic. If possible, make written notes to really reinforce your memory. People are more likely to remember you if you remember them. Appropriate attire. In today's dress-down world, what is appropriate professional attire? There are many answers ...

... of professional telemarketing organizations whose primary function is to solicit and deliver x-dates. Most of these firms work with a prospect list and script supplied by the agency: some will obtain a list and write a script based on agency-specified criteria. Charges are typically based either on an hourly rate or on the number of x-dates the firm's telemarketers generate. Leick, Marshall, Neal and Associates in Dallas chose to use a professional telemarketing service for two reasons, according to Jim Smith. First the agency felt that its producers would be overwhelmed with leads by having a full-time telemarketer on staff. In addition, says Smith, the agency wanted to avoid the added management responsibility of training and motivating the telemarketer. Frankly, I can't cold call x-dates: nor do I want to be in the position of constantly pumping someone else up to do it, ' says Smith. Other agencies find that the advantages of hiring local telemarketers to work at home or out of the agency outweigh the disadvantages. We feel that having our own telemarketing staff gives us more control, allowing us to qualify our leads and improve out hit ratio, ' says Joe Martin of the Arthur Noll Agency. A lot of people will give their x-dates to an outside telemarketer but won't be that interested in talking to you later about changing their coverage. However, most experienced agents caution that finding a good in-house telemarketer isn't easy. We looked for nearly a year before we found someone we thought could do the job for us, ' explains Martin. What are the qualities to look for? Michael Herzak's ideal telemarketer is someone with a ...