Customer Service

Most desirable prospects are deluged with offers for insurance. Another letter or call will not differentiate the agency from all others. A sales letter sent in bulk is NOT a…

Do advertising and marketing work? The short answer is a resounding, “Yes!” The real questions are how do you know which advertising campaign or marketing program works best and how do…

The Asset Protection Model (APM) is a radical change in agency operations and relationships with both current and prospective clients. It converts agencies from price-driven quote machines always trying to…

Like many sales consultants with many years of experience under their belts, we have found that there is no “free lunch,” the IRS is NOT here to “help” us, no,…

Many agents don’t do a good job of explaining to clients just how much value-added service they provide. Sometimes you must lift the water to their lips because they have…

I respond to marketing calls, letters and telemarketers for insurance purposes. Yes, I am that guy who actually does this. But I respond to these campaigns because I desperately want…

I have received many incredulous looks and many e-mails asking what planet I was from in response to my speeches and articles suggesting producers must produce $200,000 gross commissions for…

When advertising, ALWAYS make sure that the consumer understands the significance and value of an independent insurance agent by stressing this, regardless of the form of advertising.

When contemplating a cross-sell strategy, it is important to fully analyze the strategy and set realistic expectations to ensure it is successful. With better analysis, agents can improve their strategy…

Did you know that at least half of all young, good producers leave their jobs after a short time due to their agencies’ poor sales environments? A new producer costs a minimum…