Search CompleteMarkets

... No matter your age, just go in and starting playing with an iPad, an iPod or an accessory. Even so, it's not uncommon for some customers to ask permission before they try out an iMac or an iPad. They remember going into stores with mom, who reminded them to keep their hands to themselves. Clearly, Apple understands that today's customers want to enjoy the buying experience and getting involved. 3. Crank up the communication, not the sales pitches. Top salespeople have long prided themselves on being effective persuaders. However, if the truth were known, most of those in sales probably are best at talking their way out of getting orders. For example, you walk into a major home appliance or department store. It's like going through a cemetery. The ranges and refrigerators, the washers, dryers and dishwashers are all lined up neatly in one row after another. It's all so dull. After awhile a salesperson comes along and asks if you have questions. You may get the facts, but chances are you'll completely miss the experience of the refrigerator. You can see it, but that's all. It's what the fridge does to add convenience and enjoyment to life that counts. How would it be if a refrigerator manufacturer gave iPads to the salespeople, with brief videos of consumers using their refrigerators in their homes and talking about it? They could see it come alive. How much more compelling that would be than listening to a salesperson, even a good one, talking about the refrigerator in the cemetery-like setting of the showroom. Would the right technology ...

... x No Thanks Loading.. Give Your Employees The Ability To Motivate Themselves 4/30/2013 by CompleteMarkets Editor , Jack Fries This content has not been rated yet. We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica! If you truly want to improve sales, you'll have to change your whole attitude toward your sales force, your customers, and your agency. Many agents believe that selling insurance is the task of the sales force, with little marketing necessary. At office meetings, the CEO often turns to the sales manager with words such as, Why aren't your people selling more new business? With as much as we pay them, they ought to be out there in the field contacting new customers, and all I hear are excuses. Then comes the threat, veiled or outright: If things don't pick up pretty soon... All this kind of talk will get you is turnover, inconsistent sales, anger, and inaction. Here are tips that can dramatically change the selling atmosphere at your agency, improve the bottom line, and foster the development of your own group of wondrous salespeople: Change focus. The focus of your company must change from selling insurance to active competition. Your mystical mission statement sounds great in print, but probably means nothing to your customer or your sales force. You must replace this antique with a reality statement such as, Our goal is to replace XYZ Agency as ...

... x No Thanks Loading.. Homeowners Client Relationship Building And Referral Letter 4/30/2013 by CompleteMarkets Editor This content has not been rated yet. NOTE: THIS LETTER IS MEANT TO BE USED IN CONJUNCTION WITH REFRIGERATOR MAGNETS LISTING INSURANCE AGENCY CONTACTS AND PHONE NUMBERS, AS WELL AS EMERGENCY FIRST AID TIPS AND HOSPITAL/POLICE NUMBERS. THE SECOND PORTION OF THE LETTER, FOUND BELOW THE SIGNATURE, IS MEANT TO BE PRINTED ON SPECIAL STATIONERY AND SENT TO CLIENTS, TOGETHER WITH BUSINESS CARDS, BEFORE THE SUMMER VACATION SEASON. HOMEOWNERS CLIENT RELATIONSHIP BUILDING AND REFERRAL LETTER Dear (Customer Name), Do us a big favor .. Take one of these magnets and put it on your refrigerator door; take the other two and give one to each of your next door neighbors. Why? We think it's important for everybody in our community to have easy access to emergency telephone numbers. We also want your neighbors to have our number handy. This way, if something suspicious happens while you're away from home or out of town (if, heaven forbid, there's a burglary, a fire, a leak, or some other unforeseen mishap), they will have someone to whom to report the problem. We believe it makes sense to take extra precautions when it comes to protecting your home, and we consider it part of our job to help prevent a serious loss to your property before it occurs. Sincerely, (Your Name) Summer's the season To bask in the sun, Enjoy the outdoors, Relax and have fun. Stop working so hard Take time off and play ...

... QUALITY WORKING PARTNERS Tucson Rubber Corporation is a manufacturer of rubber mechanical parts. The approximately 60 employees are predominantly entry-level workers with l.. All Articles by CompleteMarkets Editor Comments (0 ) Employee Performance Rewards This content has not been rated yet. CompleteMarkets Editor , Carol Hammes 4/30/2013 10:36:15 PM EMPLOYEE PERFORMANCE REWARDS by Carol Hammes More than 14% of all full-time workers in the United States switched jobs this past year. Turnover hits the bottom line of a business very.. All Articles by CompleteMarkets Editor Comments (0 ) Give Your Employees The Ability To Motivate Themselves This content has not been rated yet. CompleteMarkets Editor , Jack Fries 4/30/2013 12:00:00 AM We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica! All Articles by CompleteMarkets Editor Comments (0 ) 1 2 3 x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

... be protected and secured. Therefore, protection and security are among basic human needs. WHY THEY ARE IN THE BUSINESS Insurance protects basic human needs, and it provides a comfortable living for those who sell it. Agents help fellow human beings while helping themselves. HOW TO BUILD IT There are four stages to building business. They are: 1. Sell more present coverage to present customers. 2. Sell new coverage to present customers. 3. Sell present coverage to new customers. 4. Sell new coverage to new customers. As a marketing manager dealing with heavy competition from all directions, there is only one option: Find ways to implement logical account-development procedures. PRIMARY JOBS VS. SECONDARY JOBS The concept of primary versus secondary is best illustrated with an example: William Perry (The Refrigerator), of Chicago Bears fame. Perry's primary task was defense, but in 1986, during the Bears-Packers game, The Refrigerator carried the ball for a touchdown. Scoring touchdowns was not Perry's primary function; carrying the ball was secondary and was used only as a surprise tactic. Perry did not move into an offensive position, nor did he become a regular football carrier. This can be related to agencies' support personnel; those employees who assist producers, for instance. While their primary function is defense (preventing problems from happening), their secondary function is offense (making good things happen for the business) . The responsibility for account development is similarly addressed. Support staff must be able to cross-sell (carry the ball), but it isn't necessarily their primary job. The ...

... :32 PM CROP AND HAIL INSURANCE Dear (Customer Name): IT'S NO SMALL POTATOES' LOSS . . . when you lose most or all of a crop. Whether it's a flood, hailstorm, deep freeze, or other misfortun.. All Articles by CompleteMarkets Editor Comments (0 ) Cut Waste From Advertising This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:09 PM CUT WASTE FROM ADVERTISING This advice on reducing the cost of your advertising program by eliminating waste' comes from.. All Articles by CompleteMarkets Editor Comments (0 ) Homeowners Client Relationship Building And Referral Letter This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:40 PM NOTE: THIS LETTER IS MEANT TO BE USED IN CONJUNCTION WITH REFRIGERATOR MAGNETS LISTING INSURANCE AGENCY CONTACTS AND PHONE NUMBERS, AS WELL AS EMERGENCY FIRST AID TIPS AND HOSPITAL/POLICE NUMBER.. All Articles by CompleteMarkets Editor Comments (0 ) Seasonal Crime Coverage This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:36:58 PM SEASONAL CRIME COVERAGE Dear (Customer Name): Tis the season to be wary. Unfortunately the holidays not only bring good cheer, but for a business such as ( ), they bring an increased risk of burgl.. All Articles by CompleteMarkets Editor Comments (0 ) Trust: It's The Bottom Line This content has not been rated yet. CompleteMarkets Editor , Chris Burand 4/30/2013 12:00:00 AM TRUST: ITS THE BOTTOM LINE by Chris Burand Do your customers trust ...

... /2013 12:00:00 AM GETTING DOWN TO BUSINESS WITH REFERRAL PROSPECTS by Bill Cates During a referral seminar last week, a participant came up to me at the break with a question. He told me that our Referral.. All Articles by CompleteMarkets Editor Comments (0 ) Golf And Sales: Learning To Swing This content has not been rated yet. Randy Schwantz 3/10/2014 12:00:00 AM Although golfing and selling have a lot in common, for most producers they're like night and day.. All Articles by Randy Schwantz Comments (0 ) Homeowners Client Relationship Building And Referral Letter This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:40 PM NOTE: THIS LETTER IS MEANT TO BE USED IN CONJUNCTION WITH REFRIGERATOR MAGNETS LISTING INSURANCE AGENCY CONTACTS AND PHONE NUMBERS, AS WELL AS EMERGENCY FIRST AID TIPS AND HOSPITAL/POLICE NUMBER.. All Articles by CompleteMarkets Editor Comments (0 ) 1 2 3 x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

... First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Services Jobs PR Newsletters Employees Articles Blog Photos Group Connections 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 easy access Articles tagged with easy access Back Homeowners Client Relationship Building And Referral Letter This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:40 PM NOTE: THIS LETTER IS MEANT TO BE USED IN CONJUNCTION WITH REFRIGERATOR MAGNETS LISTING INSURANCE AGENCY CONTACTS AND PHONE NUMBERS, AS WELL AS EMERGENCY FIRST AID TIPS AND HOSPITAL/POLICE NUMBER.. All Articles by CompleteMarkets Editor Comments (0 ) Imaging: A Powerful Tool To Increase Productivity This content has not been rated yet. CompleteMarkets Editor , Sharon Cunningham 4/30/2013 12:00:00 AM IMAGING: A POWERFUL TOOL TO INCREASE PRODUCTIVITY by Sharon Cunningham Use these guidelines to implement a comprehensive imaging system. Many agencies are testing .. All Articles by CompleteMarkets Editor Comments (0 ) Life Insurance For P/C Customers This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:40:04 PM LIFE INSURANCE FOR P/C CUSTOMERS One agent had this question: One of our P/C insureds is carrying ...

... of 15% and the probability of failure is 85% . Is that a tolerable risk? If these probabilities of success are unacceptable, what would be an acceptable probability of success for you? In my experience, most suitable clients will respond with an acceptable probability in the range of 75% to 85% . To produce such a result, the funding level of the policy needs to be increased by 40% — to $7 ,700 from $5 ,520 — for the 60/40 allocation, as shown on Chart 3. That's right: the lowest level annual premium to endow such a policy needs to be at least 40% higher to offset the drag' of volatility. Ideally, this approach debunks the notion that you can buy Life insurance the way you buy refrigerators: best price doesn't necessarily mean best value. If it looks too good to be true, it probably is. CAN WE TALK? If you've only sold Whole Life policies during the past 20 years, skip to the next section. If you only sold Variable Universal Life policies with target premiums or better — or used only an 8% gross investment assumption to project values, skip to the next section. If you don't fall into these two categories, can we talk? The funding of every variable Universal Life policy you've ever sold needs to be reassessed. Here's what you need to do: Obtain from the carrier the current account value of each policy and determine from your files (or discuss now with the client) their funding plans for the future. With this data in ...

... quality has improved, and prices have dropped. Bankers, insurance industry types, and stockbrokers don't want to see these changes. They want to sneak their moldy old products and services through the doors of tomorrow. The good news is that the Internet has given us access to full information and control of our future. Judge Judy: Tell the truth, Ruth. Customer Representative R.D. Nari: My story is simple. For 40 years, I was a Joe Six- Pack type of guy. I worked and just got by. I didn't know much about full financial services, since I wasn't rich. Then, a year ago I won the lottery, and now everyone wants me as a customer. When I was poor the tellers were nice to me and the agent sent me refrigerator magnets. But products? Services? Forget it! ' Customer Representative Ms. Dee Manding: I have resources. I'm what most would call a target' customer. Here's my reality: My banker can handle all my transactions, but if I don't fit into their process, I'm in trouble. The stockbroker refers to our relationship, ' but we only talk when a transaction is made-if I want to buy or he wants to sell something. The agent is a problem solver. If I've got a dilemma that no one else will touch, she'll work with me. Unfortunately, if I just need an I.D. card for insurance, a policy delivered, or a question answered, it might take weeks for her to respond. She'll tell me it's under control and blame the ...