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... 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 Back A Creative Way To Sell "Umbrellas"4/30/2013 10:37:47 PM by CompleteMarkets Editor This content has not been rated yet. 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 paper cocktail umbrella to a cover letter touting the RLI Personal Umbrella ... . When prospects receive the envelope, they are curious because it's lumpy, ' so they're sure to open it. And once clients see the umbrella, they can't resist reading the letter to see the tie-in. (If you'd like to find out more about the RLI Personal Umbrella Program, contact IMMS at (800) 753-4467.) DATE YOUR OWN PERSONAL UMBRELLA NAME ATTN STREET CITY, STATE ZIP $98 NOW . . . OR $1 MILLION LATER Dear (Customer Name), Do you want to pay $98 now, or $1 million later? The answer is obvious, but the situation is not so far-fetched as you might think. Judgments in lawsuits continue to rise, with many topping the $1 million mark. Liability protection under your Auto and Homeowners policies is ...

A Creative Way To Sell "Umbrellas"
A CREATIVE WAY TO SELL 'UMBRELLAS' IMMS Member Wayne Smart of Fry, J...AN & WILSON has available a special Umbrella policy that costs only $98 annual...

...g Personal Auto, Homeowners, and Umbrella and taking information to provide a ...business have shared their training programs with us. Their sales representati...

... premium payment record favorable? Is the insured connected to other clients; i.e., were they referred, have they referred others, or do they have the potential to do so? If the response is favorable, consider the client as a prospect for further account development, using such criteria as: A favorable agency relationship with the client. An identifiable insurance need (i.e., Homeowners, Umbrella, Mortgage Insurance) . A talking point for the CSR or producer to initiate a discussion with the client (for example, a discount for combining Personal Auto and Homeowners coverage or a good driving record) . The purpose is to uncover the upscale market fitting into the top 20%: Clients such as highly skilled professionals, and successful business people with commensurate income. When the manager is ... Manfredi In this article, Ralph Manfredi focuses on a proven system for turning service into sales — and profits. Learn how to turn every service contact by your CSRs into a cross-selling opportunity. Looking for an ongoing opportunity to grow commission income, enhance profit sharing, and boost your retention rate — with a minimal investment of time and at no additional cost?  Create a service-based cross-selling program for your CSRs. Profitable leads come into agencies with every service encounter. It shouldn't be news that chances for additional sales to existing clients abound, especially to those who have just experienced good service. New knowledge often seems to relate to something that we already know. So before developing a new cross-selling strategy, let's revisit a couple of proven concepts: The 80/20 Rule, and ...

Personal Umbrella Liability
  PERSONAL UMBRELLA LIABILITY Dear (Customer Name), Th...

...nsurance need (i.e., Homeowners, Umbrella, Mortgage Insurance). A talkin...

... possibilities: Floaters, Flood, Umbrellas, Marine, RVs — even Disability and ...Chubb run co-op sales and marketing programs for agents selling affluent Homeowner programs. “Fireman's Fund offers such help...

... customer, she puts a coin in the envelope, with a card asking the insured to return the coin to the agency if they believe their CSR has been giving them good service. Most clients return the coins, which are worth $2.50 apiece. CSRs also earn coins for such in-house functions such as X-dating, prospecting, or writing an account. They can exchange coins for everything from an umbrella to a gift certificate, savings bond, or half a day off. Hawkins Group, Edina, Missouri. The agency sets annual and monthly production goals for each CSR based on average production over the current and previous year. At month's end, each person gets a spreadsheet comparing results with the monthly projection and with the same period in the previous year. The CSR with the highest percentage ... by the way' approach)— not to mention writing walk-in or call-in business. It's the CSRs who handle the demand contacts' (customers' questions about billings, endorsement, claims, and so forth that arise after the sale) whenever your producers are out selling-which should be at least 80% of their working day. In other words, your CSRs form the backbone of the customer relations program which you need to survive-and thrive-in today's consumerist society. CSRs who are producing sales and earnings for your agency deserve a compensation system that is: a) based on financial and extra-financial incentives; b) consistent or equitable (applies equally to every CSR); c) results-oriented; and d) comprehensive (i.e., provides incentives for every aspect of the sales process) . To develop ...

... :00 AM No matter what their size, many businesses use most of their available energy just keeping things running on a day-to-day basis. Unfortunately, there seldom seems to be much time for those tasks that can have a profound effect on a company's future, such as communicating the company's message and projecting its image. All Articles by CompleteMarkets Editor Comments (0 ) 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 ) Accident/ ... - this? Probably more than you can count. However, you can get sick or have an a.. All Articles by CompleteMarkets Editor Comments (0 ) Agency Brochure Enclosed This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:37:10 PM AGENCY BROCHURE ENCLOSED Dear (Customer Name): Thank you for letting us take the opportunity to review your insurance program. Before we meet, I thought I would share a little of our firm's backgro.. All Articles by CompleteMarkets Editor Comments (0 ) Agency Brochures: Getting Back To The Basics This content has not been rated yet. CompleteMarkets Editor 4/30/2013 10:38:09 PM AGENCY BROCHURES: GETTING BACK TO THE BASICS No marketing tool can tell an agency's story better or more ...

... customer, she puts a coin in the envelope, with a card asking the insured to return the coin to the agency if they believe their CSR has been giving them good service. Most clients return the coins, which are worth $2.50 apiece. CSRs also earn coins for such in-house functions such as X-dating, prospecting, or writing an account. They can exchange coins for everything from an umbrella to a gift certificate, savings bond, or half a day off. Hawkins Group, Edina, Missouri. The agency sets annual and monthly production goals for each CSR based on average production over the current and previous year. At month's end, each person gets a spreadsheet comparing results with the monthly projection and with the same period in the previous year. The CSR with the highest percentage ... by the way' approach)— not to mention writing walk-in or call-in business. It's the CSRs who handle the demand contacts' (customers' questions about billings, endorsement, claims, and so forth that arise after the sale) whenever your producers are out selling-which should be at least 80% of their working day. In other words, your CSRs form the backbone of the customer relations program which you need to survive-and thrive-in today's consumerist society. CSRs who are producing sales and earnings for your agency deserve a compensation system that is: a) based on financial and extra-financial incentives; b) consistent or equitable (applies equally to every CSR); c) results-oriented; and d) comprehensive (i.e., provides incentives for every aspect of the sales process) . To develop ...