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...be customers with multiple products tied to commercial accounts, niche markets...

...erts and service providers. Each is tied to a specific benefit, such as, “You...

...ll advantage of e-commerce opportunities, not all businesses are e-commerce co...the freeways. For those of us who feel tied to our jobs, our vehicles break th...

...rs or Renters needs. Other possibilities: Floaters, Flood, Umbrellas, Marine, ...power with potential markets. Platt's shop is part of a cluster group covering...

... sound, informed decisions to meet your specific needs. &# 160 The Independent Insurance Agents of America is an association of 280,000 agents and agency employees nationwide who bring value to clients by offering the best combination of coverage, service and price. IIAA members represent many insurance companies and, as a result, can shop for policies that best meet their client needs. Because we are not tied to a specific insurer, we also serve as advocates of our client's interest. &# 160 Your life will most likely differ greatly from your mother's, just as her life differed from your grandmother's. Happily, the role of today's women in family and business finances is broader than previous generations ever could have imagined. IIAA wants to help you meet each new financial challenge, helping to ensure ... of insurance are most appropriate. Our goal is to assist you in making sound, informed decisions to meet your specific needs. &# 160 The Independent Insurance Agents of America is an association of 280,000 agents and agency employees nationwide who bring value to clients by offering the best combination of coverage, service and price. IIAA members represent many insurance companies and, as a result, can shop for policies that best meet their client needs. Because we are not tied to a specific insurer, we also serve as advocates of our client's interest. &# 160 Your life will most likely differ greatly from your mother's, just as her life differed from your grandmother's. Happily, the role of today's women in family and business finances is broader than previous generations ever could have imagined. ...

...ir client needs. Because we are not tied to a specific insurer, we also serve ...inancial statements, the lease on the shop, and her business ledger showing sa...

... you'll have the advantage! The last strategy is to reduce your agency receivables and bad debt write-offs. This one is obvious. Agents are not selling when they are collecting and by establishing an agency credit policy and sticking to it, you can spend more time on sales and less on collections. Get sufficient deposits and don't bind anything without either full premium or a proper deposit. Have your producers tie down payment terms before the account is bound and written. Monitor and enforce uncollectable audit payment provisions so they are turned back to the carrier when they are delinquent. Monitor producers who have consistently large additional premium audits or who have a higher than average ratio of over 30-day receivables. We have discussed receivables in past newsletters, so we won't spend a lot of time on this topic other than ... expense items in your budget and survey your staff about the use of things like: Memberships Subscriptions & publications Entertainment Travel Advertising Education & training Rent (if you are a tenant) Do you have more space than you need? Are you using the space efficiently? Supplies Equipment repair Etc., etc. The biggest expense items you will have are payroll and benefits. Do shop your benefit program every year and try to negotiate the best price after you get a quote, especially with the carrier who is your current provider, assuming your experience has been good. (After all, your clients do it to you and this is a large expense to an agency.) On payroll, always keep looking for areas where you can combine duties or absorb a position into ...

... agents sell more profitable business with concise and simple marketing plans, you will have a loyal business partnership. Some claim that target marketing doesn't work for the long term because of market swings. On the whole, however, target marketing is the only way to effectively plan for, and defend against, market swings. It simply requires pro-active planning, rather than reactive responses. How does all this tie into the sale center concept? The sales center is a system of controlling the variables that impact insurance sales. Put another way, the sales center controls time-wasters that impede selling. Major time-wasters are: Prospects who use the agent to leverage existing relationships; those for whom the agency doesn't have a fit technically or with the right carrier; and those who manipulate. Carriers that are elusive about ... be followed-up. None can fall through the cracks. Most business people receive letters that claim that someone will call-yet most never receive that call. This selling system requires integrity. SALES CENTER RESULTS What are some of the results the sales center can expect? The nice thing about such a center is that it can be turned on and off as needed. It works just as well for the one-person shop as it does for the mega-shop. The sales center should generate a closing ratio in the 20% - to 40% -range. A higher closing ratio may indicate that there isn't enough activity. A lower closing ratio may indicate poor marketing, suspect-selection choice, carrier match, or sales skills. Appointments from the expiration dates should be in the range of 65% to 80% . ...

...ould be counted, as long as their duties are in either area. Administrative pe... a proper deposit. Have your producers tie down payment terms before the accou...

... agents sell more profitable business with concise and simple marketing plans, you will have a loyal business partnership. Some claim that target marketing doesn't work for the long term because of market swings. On the whole, however, target marketing is the only way to effectively plan for, and defend against, market swings. It simply requires pro-active planning, rather than reactive responses. How does all this tie into the sale center concept? The sales center is a system of controlling the variables that impact insurance sales. Put another way, the sales center controls time-wasters that impede selling. Major time-wasters are: Prospects who use the agent to leverage existing relationships; those for whom the agency doesn't have a fit technically or with the right carrier; and those who manipulate. Carriers that are elusive about ... be followed-up. None can fall through the cracks. Most business people receive letters that claim that someone will call-yet most never receive that call. This selling system requires integrity. SALES CENTER RESULTS What are some of the results the sales center can expect? The nice thing about such a center is that it can be turned on and off as needed. It works just as well for the one-person shop as it does for the mega-shop. The sales center should generate a closing ratio in the 20% - to 40% -range. A higher closing ratio may indicate that there isn't enough activity. A lower closing ratio may indicate poor marketing, suspect-selection choice, carrier match, or sales skills. Appointments from the expiration dates should be in the range of 65% to 80% . ...