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...ent/insurance, and drug testing. Workshops were conducted for each type of org...abuse were obtained in six regional workshops held with small business representatives. Summaries from the regional workshops are contained in appendices to t...

...keting campaign around your Web workshops. Even if attendance is light, the f...

... information. For example, resources such as www.gotomeeting.com and www.gotowebinar.com allow your agency to bring valuable protection-related information to your top clients. Leverage your Commercial Line staff's expertise in areas such as benefits and Workers Comp to offer monthly Webinars to your "A " business insurance clients, creating "golden handcuffs" that give them a tangible reason to remain loyal to your agency. Don't forget your Personal Lines department. Schedule a series of "box lunch" Web clinics on topics such as employee benefits or caring for aging parents. Personal Lines prospects and customers can eat lunch at their desk while gaining valuable information. If your staff does not have expertise in a specific area, invite subject matter experts to participate from anywhere in the world. Create a direct mail and print media marketing campaign around your Web workshops. Even if attendance is light, the fact that you're advertising this creative idea sets you apart from your competition. Idea # 7: Put a TV in your reception area. Not all agencies have or encourage walk-in prospects and customers. If you do, make the most of a perfect opportunity to communicate the value of doing business with your agency by investing in a new flat screen TV for your reception area. For content, create PowerPoint presentations that show how clients and prospect can benefit from doing business with you. Add to the impact by including testimonies from your clients. Take this great idea to the next level by offering to let Commercial Lines clients purchase "spots" on your private TV marketing network. Idea # 8: Write a regular column in a local newspaper. ...

... always publishing newsletters, handbooks, pamphlets about legislation, risk management, and safety, and other informational materials. Most of these are free. Order a supply from a carrier and distribute them to your clients in person or by mail. At the same time, discuss any exposures they might have or schedule an engineering audit by the carrier, to save the client some anxious moments regarding compliance. Who knows, you might even write some new coverage as a result of the visit! Of course, the same principle applies to e-communications: promotions, informational newsletters, etc. 7. Let clients know about new developments that might affect their operations. Many current events affect the insurance industry. Send copies of some of this material to your clients. You might even consider doing a seminar or workshop on the subject for selected clients or groups of clients. Some call this “seminar selling;” whatever it's called, this is a form of communication that tells the client that you're a professional and a leader in your field — and that your agency reflects this leadership. 8. Hire and develop “people people.” People skills include nurturing, bonding, empathy, and advocacy. Any relationship you have with a client should be pleasant and display professionalism, service, and concern. You as an agency principal should expect no less than this from your staff. This means talking to — not down to — clients, and projecting a friendly, helpful, and knowledgeable image. Although this takes time, it costs very little, and ...

...minars, and continuing education workshops on ethics in most states. Find them...

... are free. Order a supply from a carrier and distribute them to your clients in person or by mail. At the same time, discuss any exposures they might have or schedule an engineering audit by the carrier, to save the client some anxious moments regarding compliance. Who knows, you might even write some new coverage as a result of the visit! 7. Let clients know about new developments that may affect their operations. Many current events affect the insurance industry. To name just one, the prospect of universal government health care has a huge impact on the financial well-being of a business. Insurance trade papers and magazines, carrier communications, and various journals are writing about it. Send copies of some of this material to your clients. You might even consider doing a seminar or workshop on the subject for selected clients or groups of clients. Some call this "seminar selling"; whatever it is called, it's a form of communication that tells the client that you are a professional and a leader in your field-and that your agency reflects this leadership. 8. Hire and develop "people people." People skills include nurturing, bonding, empathy, and advocacy. Any relationship you have with a client should be pleasant and display professionalism, service, and concern. You as an agency principal should expect no less than this from your staff. This means talking to-not down to-clients, and projecting a friendly, helpful, and knowledgeable image. This takes time-but it costs very little, and the benefit to the agency is phenomenal ...

... 7/3 /2014 12:00:00 AM Sometimes we make things so complicated. Performance management provides an excellent one example. In the old days, we gave.. All Articles by Don Phin Comments (0 ) Agency Principals: Don't Put Off Perpetuation Planning! This content has not been rated yet. CompleteMarkets Editor , Sharon Cunningham 4/30/2013 12:00:00 AM AGENCY PRINCIPALS: DONT PUT OFF PERPETUATION PLANNING! by Sharon Cunningham One of the most critical issues facing the Independent Agency System is the need to transfer s.. All Articles by CompleteMarkets Editor Comments (0 ) Playing Team This content has not been rated yet. Don Phin 5/18/2015 12:00:00 AM During recent months, I've been asked to do a number of workshops on team building. These principles cover the basics. All Articles by Don Phin Comments (0 ) Skill Sets For A Successful Risk Management Career This content has not been rated yet. CompleteMarkets Editor , Ben Schull 4/30/2013 10:45:23 PM SKILL SETS FOR A SUCCESSFUL RISK MANAGEMENT CAREER by Ben Schull What does it take to have a long and successful risk management career? Pamela Rogers, director of risk management for Sears, Roe.. All Articles by CompleteMarkets Editor Comments (0 ) The Conversation': Doing It Right This content has not been rated yet. Don Phin 2/5 /2015 12:00:00 AM THE CONVERSATION': DOING IT RIGHT by Don Phin Should you let problem employees go - or grow? I cant tell you ...

... 24/2016 12:00:00 AM Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we've become accustomed to doing. All Articles by CompleteMarkets Editor Comments (0 ) Trained Vs. Untrained Listener This content has not been rated yet. CompleteMarkets Editor , Lynn Thomas 12/2 /2016 12:00:00 AM Are you a trained or an untrained listener? Do you know the difference? This quiz by Lynn Thomas, based on her one-day workshop "Communication: The Essential Ingredient to Success," will help you to refine your listening skills. All Articles by CompleteMarkets Editor Comments (0 ) x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

... Blog Photos Group Connections Reviews Member Content Member Content - Content Package Categories Popular Recent All feedback Articles tagged with feedback Back If Failure Is Not An Option, Then Why Do I Want It? 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 CompleteMarkets Editor , Maribeth Kusmeski 12/4 /2013 12:00:00 AM I don't actually want to fail. However, the fact is that we learn near to nothing when everything is going.. All Articles by CompleteMarkets Editor Comments (0 ) Trained Vs. Untrained Listener This content has not been rated yet. CompleteMarkets Editor , Lynn Thomas 12/2 /2016 12:00:00 AM Are you a trained or an untrained listener? Do you know the difference? This quiz by Lynn Thomas, based on her one-day workshop "Communication: The Essential Ingredient to Success," will help you to refine your listening skills. All Articles by CompleteMarkets Editor Comments (0 ) x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

... it while also making this approach genuine by using your own words. All Articles by CompleteMarkets Editor Comments (0 ) The Necessity of Business Insurance This content has not been rated yet. Emelie Hyde 12/12/2019 12:00:00 AM There is a lot to be concerned about when you own a business. You must keep track of and file your tax documents on time, and you must accept and file compliance documents for your business. All Articles by Emelie Hyde Comments (0 ) Trained Vs. Untrained Listener This content has not been rated yet. CompleteMarkets Editor , Lynn Thomas 12/2 /2016 12:00:00 AM Are you a trained or an untrained listener? Do you know the difference? This quiz by Lynn Thomas, based on her one-day workshop "Communication: The Essential Ingredient to Success," will help you to refine your listening skills. All Articles by CompleteMarkets Editor Comments (0 ) x No Thanks Loading.. Loading.. x No Thanks Loading.. ...