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... . There are some customers you'd probably rather b.. All Articles by CompleteMarkets Editor Comments (0 ) Are You Listening To Your Customers? This content has not been rated yet. CompleteMarkets Editor , Emily Huling 4/30/2013 10:36:34 PM ARE YOU LISTENING TO YOUR CUSTOMERS? by Emily Huling On a recent business trip, I had dinner at one of the nicer family restaurants. A couple seated nearby had the same attentive server t.. All Articles by CompleteMarkets Editor Comments (0 ) Comprehensive Coverage This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:40 PM COMPREHENSIVE COVERAGE Dear (Customer Name): WHAT HAVE YOU GOT TO LOSE? Perhaps a lot, if you're relying on an insurance program that's outdated. There ... 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 solution Articles tagged with solution Back A Creative Way To Sell "Umbrellas" This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:37:47 PM A CREATIVE WAY TO SELL UMBRELLAS' IMMS Member Wayne Smart of Fry, Jordan & Wilson, Inc., South Boston, Virginia sells Personal Umbrella insurance by the bucketful. Here's how: Wayne tapes a pape.. All Articles by CompleteMarkets Editor Comments (0 ) Analyzing Customer ...
https://completemarkets.com/Article/article-post/1859/AUTOMATION-INFORMATION-SYSTEMS-MANAGEMENT/
... decides to target family-style restaurants for a Commercial Lines Package dev...
https://completemarkets.com/Article/article-post/793/Understanding-And-Using-The-Services-Of-Program-Administrators/
... a specialty program formed for restaurants, taverns, or certain construction ..., Workers Compensation, Marine, and Umbrella Liability. The program is admitte...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/1859/AUTOMATION-INFORMATION-SYSTEMS-MANAGEMENT/
... source of prospects. New Business Development By Computer However, successful agencies don't grow and prosper by cross-selling and upgrading alone. New business development programs must form an integral part of their growth plans - and today's automation systems can provide support for these plans and actually run them. This example will illustrate the power and the management challenge A/ISystems can present: The ABC Agency decides to target family-style restaurants for a Commercial Lines Package developed by XYZ Insurance Company specifically for this type of business. The agency buys a prospect list from a list broker in electronic form and downloads it to the Commercial Selling System (CSS) module of its A/ISystem, being sure to include SIC and target market codes. The A/IS manager and the agency sales or marketing manager determine the individual steps ... must also plan for and implement programs for regular, systematic growth. Before examining outside sources of prospects, let's take a look at a set of prospects that too many agencies ignore - current clients. A fully loaded A/ISystem provides almost unlimited prospects at CSRs' and producers' fingertips. Every client is a prospect for cross-selling and coverage upgrades. From Homeowners without Auto, to Packages without Umbrellas, to Life without Disability, to Health without Nursing Home coverage - from employees of Commercial clients, to claimants - everyone can be cross sold. Anyone you know anything about (and you should know a great deal about everyone in your A/ISystem) can and should be a prospect for some type of coverage or service. All you have to do is decide who they are and ...