Web Exchange
On Point: Working on Your Agency vs. Working in Your Agency
Shirley Lukens, principal of Reagan Consulting, knows a thing or two about agency best practices. She helped launch the first Best Practices study back in 1992 and has been the steward of the program ever since. In this On Point podcast, Lukens talks with Peter Van Aartrijk and Rick Morgan about the program and the common traits.
Who Makes What in the Independent Agency?
Insurance Journal is polling insurance agents and brokers nationwide in its annual search to find out who’s worth what in the independent agency system.
Participate today online at https://www.insurancejournal.com/news/national/2011/03/18/190562.htm.
Pre-Call Strategy: Preparing to Win with David Connolly
Date: April 27, 2011
Time: 1:30-2:30 p.m. (Eastern)/ 10:30-11:30 a.m. (Pacific)
Upcoming online webinar from Insurance Journal‘s Academy of Insurance with well-known educator and IJ blogger David Connolly of iQ Consulting.
What’s the biggest mistake producers make on new prospect appointments? Most producers fail to do an adequate job preparing for sales calls, and failure to plan is planning to fail. In this webinar, you will learn:
- The 7 critical pieces of information you need on every prospect
- The strategic pre-call process
- How to use strategic pre call to uncover prospect pain
- To prepare your differentiation impact statements
- What to bring with you on every appointment
- What questions to ask and what questions to avoid
Visit www.ijacademy.com to register.
Celebrity Corner
InsuranceJournal.com ran a story about actor Tom Hanks and his wife, Rita Wilson, suing their former insurance broker of more than 20 years, J.B. Goldman Insurance Agency. The lawsuit claims that when they switched brokers last month, the new broker discovered they were insured multiple times for the same things, and were being overcharged hundreds of thousands, if not millions, of dollars.
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Check out the spiffy new look at ClaimsJournal.com!