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... three of us were on our way to a wedding mom, dad, and home-from-college-for...omers and prospects. If an outside consultant hadn’t caught this message, it ...

...-two years ago I went to a Polish wedding in Toronto and discovered b...

... One: Letter one Introductory letter by the agency principal and an agency Commercial Lines brochure. Step Two: Initial telephone call within two days of receipt of the introductory letter offering an Insurance Program Analysis. Step Three: Letter two Identifying the agency as an insurance specialist in the selected target market and offering references from current client base. Step Four: Letter three Identifying the carrier and the product that wed like to offer the prospect (carrier brochure) . Step Five: Telephone contact by producer to establish personal contact (within three days of receipt of Letter three) . Year Two Step Six: Letter four Identifying risks to the target market and ways to avoid them through appropriate insurance management. Step Seven: Letter five Identifying additional risk exposures to the market, tying carrier product to an insurance ... be more likely to assume control of them in the future. Take this as a warning when you allocate your time between your clients and your prospects. In order to properly penetrate a target market, an agency should create and implement a long-term frequent contact marketing program. With a large enough group of prospects, the expected long-term yield in sales will pay for the cost of the program. Agency Consulting Group, Inc. has created a 15-step, three-year marketing process to evolve these benefits: Image development Prospects will be contacted by the agency many more times than they will by their current agent. Product comfort Since the agency will pursue a target market on behalf of only one carrier, they'll be able to completely familiarize the clients with the products offered, as well as the personal services of ...

...uch more useful than phone books, wedding announcements, new-business listings...

... One: Letter one Introductory letter by the agency principal and an agency Commercial Lines brochure. Step Two: Initial telephone call within two days of receipt of the introductory letter offering an Insurance Program Analysis. Step Three: Letter two Identifying the agency as an insurance specialist in the selected target market and offering references from current client base. Step Four: Letter three Identifying the carrier and the product that wed like to offer the prospect (carrier brochure) . Step Five: Telephone contact by producer to establish personal contact (within three days of receipt of Letter three) . Year Two Step Six: Letter four Identifying risks to the target market and ways to avoid them through appropriate insurance management. Step Seven: Letter five Identifying additional risk exposures to the market, tying carrier product to an insurance ... be more likely to assume control of them in the future. Take this as a warning when you allocate your time between your clients and your prospects. In order to properly penetrate a target market, an agency should create and implement a long-term frequent contact marketing program. With a large enough group of prospects, the expected long-term yield in sales will pay for the cost of the program. Agency Consulting Group, Inc. has created a 15-step, three-year marketing process to evolve these benefits: Image development Prospects will be contacted by the agency many more times than they will by their current agent. Product comfort Since the agency will pursue a target market on behalf of only one carrier, they'll be able to completely familiarize the clients with the products offered, as well as the personal services of ...

... than an issue of geography or race. Remove the words "white" and "Southern" from this definition and you'll discover that most of the nation is or comes from redneck lineage. &# 160 I'm a Cajun. Among ourselves we're called "Coon Asses." We're rednecks without all the pretentiousness and sophistication — and we're proud of it! Twenty-two years ago I went to a Polish wedding in Toronto and discovered by attitude and actions that they're rednecks too. Having spent much time in New Orleans, the most diverse city in the country, I now realize that we're lucky because most of the world is redneck! &# 160 Recently, I was in Huntington, Texas on business. After the meeting Sundra (pronounced Sondra), Lynn (her husband), and I ... #160 For years, professional associations, licensing boards, and other groups have recommended or required that professionals (doctors, lawyers, engineers, mechanics, insurance agents, etc.) obtain a certain number of CE credits annually in order to retain their license or certification. &# 160 In the 1990s, Peter Senge's book The 5th Discipline defined the learning organization. Today, many speakers/consultants discuss the need for continuous learning. In our fast-paced world, continuing education is all-important. &# 160 The good news about CE is that it forces people to attend classes that are alleged to improve them as professionals. The bad news about CE is that all too often the classes merely reinforce what these professionals already know, are boring, limited to the profession, and don't provide insight ...

... C agents have encountered- pitfalls that have killed Life-sales operations. To build a successful, positive lead program, it's prudent to identify potential negatives. THE NEGATIVES We don't have enough leads to keep a Life producer busy. You want a steady stream of leads daily. Our files are not useful enough. The name, address, and phone number of insureds are not much more useful than phone books, wedding announcements, new-business listings, or other traditional lead sources. Even birthdates from Auto dailies or mortgage information from Homeowners dailies aren't enough. To justify splitting commissions, Life producers need a stronger, more useful form of lead. Files are missing. Life producers fishing through insureds' files for birthdates and other lead information usually spells bad news for all. If a file is missing or misplaced, the ... health problem [ ] insureds [ ] in family 10. OUT-OF-DATE POLICIES [ ] has Life policies five years or older [ ] has Accident and Sickness policies five years or older [ ] has Medical Expense policies five years or older 11. OTHER: ____ COMMENTS: DATE: ____ Lead Originator: ____ David Goodwin, a former P/C agency principal, is an insurance cross-selling consultant who distributes Life and Life-related products nationwide. He can be reached at P.O. Box 54-6661, Surfside, FL 33154-0661, (305) 865-0158, fax (305) 865-1252, or e-mail  [email protected] . Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business ...

...hile highly recommended by most consultants, must be carefully evaluated for c...