New Book Zooms in on Agency Sales Centers

Austin-based The Academy of Producer Insurance Studies announced the release of new book, Zoom In On Sales: Target Marketing, Prospecting, and Sales Centers, which takes a close look at the reasons, reviews and results of agencies using sales centers. The book was completed after over 100 agencies were surveyed in detail about their sales center operations. According to The Academy, the result is a practical, how-to guide about target marketing, prospecting sources, direct marketing, automation, account development, and more.

Agency sales centers are used to generate new business by having an organized approach to create leads for the producers. One of the main reasons for having a sales center is to free up producers so they can spend more time on selling by allowing others to do most of the prospecting. The agencies in the survey indicated that their sales centers account for a considerable amount of their new business sales.

The focus of Zoom In On Sales is how agencies are using sales centers. Some interesting conclusions: New business developed from the sales centers consisted of 44 percent for commercial lines, 28 percent for personal lines, and 37 percent for life and health business. This means that, on average, 44 percent of the surveyed agencies’ commercial lines new business revenues are derived from the sales center activities. Survey results showed that around two-thirds, 68 percent, of the agencies are using direct mail to contact prospects, and around 82 percent of the surveyed agencies use target marketing.

As agencies continue to look for ways to write more business and grow their agencies, experienced producers continue to get referrals and use these for a good portion of their sales activity. But producers with less experience need additional help to reach potential customers. Agencies can give them a significant boost by using sales centers. The conclusion is that sales centers differ significantly from one agency to another and are one way to integrate most, or all, of the sales and marketing duties, producing more efficient and productive employees.

Zoom In On Sales: Target Marketing, Prospecting, and Sales Centers is now available for purchase for $30 plus $5 shipping and handling. A CD is included with sample letters, scripts, activity forms, and job descriptions. Call (800) 526-2777 to order, or visit The Academy’s Web site at www.TheNationalAlliance.com.

Topics Agencies