VU Resources

We have all heard “He/she is a closer.” There are salespeople who are really good at closing and others who find it much more difficult to close. In the current…

Knowing all you can about the client’s decision process can give you an edge in winning the business. Most clients expect to be asked about decision criteria and most salespeople…

Many salespeople resist using their CRMs (Customer Relationship Management systems).  When asked why, their reasons vary from no time, no value to them, tool for management to evaluate and track…

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One of the best sales techniques is to ask for referrals from your happy customers. As much as I want my sales people asking for referrals, I would much rather…

As we all know, insurance seminars and articles can be a little on the “dry” side. So, every now and then, when you select an article from the Research Library,…

By now, you’ve probably heard how creating a website or using social media can help increase visibility and generate leads for your agency. But there’s one tool you may not…

Do you hate to make calls on the phone? Would you rather do anything, anything, than dial that stranger? Do you find yourself reading the newspaper, taking an early lunch,…

There are significant opportunities to improve agency processes for marketing commercial lines accounts to carriers. This article outlines commonly found problems in these processes and then makes several practical recommendations…

Have you heard of the “My Guy” philosophy? It goes like this: Our customers seem to have “their guy” or “their gal”—and as long as their business partners are providing…