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...e time to decide which fork in the road you should take: Do I sell the ...sion from The National Alliance for Insurance Education and Research.

... good-and starts him or her on the road to being an advocate. You may also ...s, and cross-selling other lines of insurance is to be sure your client databa...

... sitting in a waiting area. Coffee or tea should be offered if it is reasonably convenient to do so. This tells clients that they are important and that the agency wants to help them. It also makes the client feel good-and starts him or her on the road to being an advocate. You may also want to expand your renewal processing to include a "How are we doing?" questionnaire asking the client to rate agency service and communication. The questionnaire should be returned to the agency principal or manager. Have the ... the home office at least once a year, and get the local branch or regional office of the company to set up your visit, so that you are able to talk to some important corporate people. Don't assume they know anything about you. On the other side of the coin, if you are unprofitable with a carrier, you need to know why. Analyze and consider those for whom you have produced less than desirable results. The problems may be yours or the carrier's. Many carriers have taken a short-term approach to ... this for the last five years, breaking the list down between Commercial and Personal lines. 6. If you do not generate 15% of revenues from cross-selling Life, Disability, Health, and long-term care products, contact your carriers to find out what kind of assistance they can provide in improving this revenue without increasing your expenses. 7. Determine which of your carriers have preferred agency contracts, and develop a proactive plan to qualify for every one of them you can. 8. Measure your producer's overall activity rather than premium ...