Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
2010 Education & Training Directory
Aug 16 2010 // Insurance Journal is pleased to publish the 2010 Education and Training Directory. This exclusive resource directory has been designed to help independent agents and brokers find educational and training opportunities to...
101 Sales & Marketing Ideas*
Aug 16 2010 // From … how to research and obtain referrals, why it’s important to listen to clients, what to do with social media, where to advertise and what to say … to how to use a questionnaire, court records, a...
3 Keys to Establishing a Total Agency Growth Culture
Aug 16 2010 // Agency Leadership Must Assure that Sales Force Does Not Shoulder New Business Production Alone Why is agency growth important? Agents and brokers are faced with a continued economic downturn combined with sustained soft...
It’s an emotional sale
Aug 10 2010 // How can you be bored when you are selling a product that protects people’s lives, health and businesses? Our products protect people’s ability to make a living, provide for their families and pay for their...
Despite Soft Market, Texas Agencies Manage to Grow
Jul 20 2010 // They’re all different — one’s big city; one’s suburban; one’s country; one’s small-to-medium size town. They operate in different parts of the state and have different mixes of business,...
4 ‘Ace’ Agencies, 4 Success Stories
Jul 19 2010 // Despite Soft Market, Firms Have Managed to Grow They’re all different – one’s big city; one’s suburban; one’s country; one’s small-to-medium size town. They operate in different parts of...
Marketing Knowledge Equals Sales Power
Jul 19 2010 // The interactive revolution has brought incredible advances, not least is the ability to track the effectiveness of e-mail marketing. No longer does the partnership of “hope and prayer” play a role in evaluation...
Strong Brand Leads List of Critical Marketing Factors for Agents
Jun 17 2010 // Carrier marketing support matters to independent agents — and having a strong carrier brand is considered especially important. High brand recognition matters more to agents handling personal lines, but is also...
Infinity Insurance Selects Leads360 to Provide Lead Management for Independent Agents
Jun 7 2010 // Infinity Auto Insurance has announced the addition of Leads360 to its Infinity Perks Web site, where Infinity’s appointed independent agents will now have access to Leads360’s lead management software and...
In Developing Producers, a Little Help From One’s Friends Goes a Long Way
Jun 7 2010 // As John Lennon and Paul McCartney could tell you, sometimes you just need a little help from your friends. And in the insurance agency business – where building relationships are key to success – that friend...
The Right Relationship Chemistry Can Increase Sales, Create Succession Plan
Jun 7 2010 // As John Lennon and Paul McCartney could tell you, sometimes you just need a little help from your friends. And in the insurance agency business – where building relationships are key to success – that friend...
Top 10 Tips to Help Agents Improve Their Careers
Jun 7 2010 // Relationships, Time Management, Reputation and Professional Development Pays Off Everyone loves top 10 lists, and I’m no exception. There is something inherent in human nature to want to quantify and rank things....
Sales Strategies in Difficult Times
Jun 7 2010 // Price, Renewals, Cross Selling and More The weak economy and continued soft market still has a stranglehold on insurance agents. Most agents are doing a good job on retention. However, lower premiums (and commissions)...
How to More Effectively Sell Insurance in Today’s Economy
May 17 2010 // Agency Employs Objective Data on Producers’ Skills Paired with Individualized Sales Training In the current economy, the pressure is really on. It’s not enough to just sell the product – you want your...
Create a Sales Playbook
May 3 2010 // Create a Sales Playbook Imagine that you are the head coach of an NFL team and you are in the playoffs. Your team is down by nine points in the beginning of the fourth quarter. What is your next move? Will you be creative...
How to More Effectively Sell Insurance in Today’s Economy
May 3 2010 // Agency Employs Objective Data on Producers’ Skills Paired with Individualized Sales Training In the current economy, the pressure is really on. It’s not enough to just sell the product – you want your...
The Other Time Element Coverages
Apr 19 2010 // Off-Premises, Contingent Business Income and Other Time Element Options for Clients The impact of recent high-profile natural catastrophes has brought to the forefront the need for businesses to have appropriate time...
Tackling Sales Challenges in the Current Economy
Apr 19 2010 // In the current economy, the pressure is really on. It’s not enough to just sell the product — you want your sales people to be best equipped to build the relationships that will differentiate themselves, and...
People
Apr 5 2010 // New York-based USI Holdings Corp. has named Sandra Usleman, former president of USI’s Austin, Texas, operating company in the Southwest region, as senior vice president and chief sales officer. Other changes in...
Florida’s Market and How Surplus Lines Agents Are Faring
Mar 19 2010 // Hurricane Andrew, for all of the grief it delivered, gave wholesale broker Hull & Co. and Bruce Bowers a big opportunity. “Prior to ’92, there wasn’t much of a need for personal lines in the excess...
