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1001 Agency Ideas™ VOLUME ONE
Marketing, Sales, and Management Ideas & TOOLS for P&C Agents
Written by
Alan Shulman, CPCU, Publisher of
Agency Ideas® newsletter
Since 1990, principals, managers, and
producers have subscribed to
Agency Ideas® newsletter for its unique sales, marketing, and management ideas. Now you can get the
newsletter’s most popular ideas (charts, checklists, forms, guides, tips)
in this bestselling 110-page book.
Click on the link of your choice »
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Marketing Ideas >
 | The basics: How marketing, sales, and service interact
within your agency
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| Sources for conducting inexpensive commercial lines (CL)
target-specific market research.
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Chart schedules 30 fresh sources to look for PL & CL
prospects. |
| Form for the monthly listing of personally known PL and
CL prospects
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| Promote a "Commercial Coverage of the Quarter" |
| Checklist helps you to qualify and rank the value of CL
prospects
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| Guide helps new producers to create sales from incoming
calls
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| 10 mistakes to avoid while telemarketing consumers and
businesses
|
| Tips to improve your business-to-business telemarketing
calls
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| Learn how agencies (from small-sized to jumbo) promote
themselves in the Yellow Pages
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| Chart with 40 tips for running a great Yellow Pages ad
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| Tips to design and promote your agency’s Internet
web site
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Marketing Ideas > Marketing Tips
| Seven lucky low-cost marketing ideas
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| 25 tips for running a great target-marketing seminar
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| 18 tips for exhibiting at trade shows
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| Learn to promote your agency like a successful political
campaign
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Marketing Ideas > Direct Mail Tips & Forms
| Eight cheap direct mail ideas
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| Personal Lines discount checklist
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| HO premium comparison graph
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| Two imaginary newspapers for marketing PL and CL
Umbrellas
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| Coverage chart comparing your best high-value policy vs.
a prospect’s HO
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| Cartoon to resolicit lost policies
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| Mailer for soliciting Replacement Cost Coverage on
HO’s
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| Sample of an individualized newsletter with cross-sell
articles that actually mention clients by name, their cars, etc.
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Marketing Ideas > Marketing Tools & Programs
| Market a "Catalog of Agency Services"
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| Script to gain a first appointment by phone
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| Graph illustrating premium pay options for a CL prospect
(or insured)
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| Complete program for marketing HO-6’s through condo
associations
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| Sample small business repackaged program ...
Example: Computer resellers
|
| Sample news release to announce your agency’s
repackaged program
|
| Sample CL repackaged HVAC Wholesaler’s
Program promotional booklet illustrates how you can bundle standard policies with agency
services to create and market your own unique package programs
|
Selling Ideas > Qualifying Prospects
| Chart shows 4 main prospect personalities and how to deal
with them |
| Pre-proposal understanding helps identify &
define conditions for a prospect to change agents |
| Chart lists questions to ask
to avoid quoting to undesirable shoppers |
| Set of prospecting & sales activity self-reporting
forms (Personal, Commercial, and Life) |
Selling Ideas > Asking Key Questions
| Tips to break the ice at the first interview
|
| Guidelines for asking good questions |
Selling Ideas > Proposal Design & Delivery
| Tips for creating a winning proposal |
| How to use the problem-solution approach to writing and
presenting proposals |
| Nine important tips for making a great proposal
presentation |
Selling Ideas > Closing Techniques
| Illustrative examples of body language and buying signals |
| How to distinguish and handle minor (vs. major)
objections |
| When to use and when to avoid using closing
techniques |
| Classic closes to use with small business prospects |
| What to do when you hear the infamous objection,
"Your premium is too high." |
| Seven lessons to be learned from a prospect's "final no" |
Selling Ideas > Producer Self-Improvement
| Checklist helps a CL producer to learn why he didn’t
close a particular prospect |
| What are your best and worst selling traits? |
| Two-minute quiz: Evaluate your attitude |
| Two-minute quiz: Evaluate your image |
| Weekly Time-Analysis Worksheet -- and how to get more
time for selling |
Management Ideas > Agency Management
| 10 tips to improve your business letters |
| 25 ideas for articles to include in your agency’s
client or prospect newsletters |
| 12 do’s and don'ts for writing a useful
client survey |
| Sample Personal Lines Client Satisfaction Survey to gain
servicing and marketing insight |
| Sample Claim Acknowledgment Post Card (for insureds)
Claim Status Inquiry Form (to send to carriers) |
| Log to record details of business lost by the agency |
| 10 ways to regain lost personal lines accounts |
| 25 ways to share expense with your agency’s
competition (vs. clustering) |
| 25 questions to ask before signing up with a company
service center |
| Tips and sample mission statements to guide you in the
creation of your own |
| The "Top 5" approach to agency planning |
| Wish list of services that you should request from your
carriers |
| Form to help you evaluate whether or not to grow with or
retain a particular P&C carrier |
| And more! |
Management Ideas > Producer Management
| Six fallacies about managing producers
|
| Pros and Cons of the 4 most popular methods of producer
compensation |
| 20 facts to collect when hiring a veteran
|
| 25 tips to run an effective sales contest |
_____________________________________________________
Book with companion
CD-ROM packed with templates based on the book
for Microsoft Publisher™ --
Only $199
Book without CD --
Only $149
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