With all of the discussion in recent years about the importance of understanding our customer’s needs, it’s a valuable exercise to try to see ourselves as we might be perceived…
Personal lines, like life insurance, can be a more difficult sale than commercial lines. Generally speaking, most consumers look at home and auto insurance as a commodity. So, if you…
Jeff is a 22 year old producer who has been in the insurance business for less than a year. He came from a finance industry company where he was involved…
Question: I was wondering if there were any specific marketing techniques that other insurance agents have used that could help a young agent (less than one year in the business)…
Your agency has a commercial marketing department, but you have the option of either marketing an account yourself or using the marketing department. Most producers do it themselves since they…
You believe that the agents of a particular company are deliberately underinsuring homes under an HO policy because the carrier’s rates are not competitive. They are allegedly relying on the…
Your agency has rosters of employees that are submitted to you annually in order to write the business’s workers compensation coverage. Your sales department would like to use these lists…
Most of us have enough food. shelter, clothing, and transportation. We don’t need much more. But we want more. We need food. But we want fast foods, diet foods and…
Probably the toughest part of the sales process for most producers is closing the sale. However, by the time you get to that point, the sale should almost close itself.…
According to one study, 86% of surveyed customers would refer their broker to their friends, yet only 12% had ever been ASKED. Another study found that a referral is up…
