With the summer weather just about over and kids going back to school, it’s time for insurance agent marketers to start thinking about — the holidays! Most retailers, including Walmart, Home Depot, Sears and Costco, have already started putting out … [Continue reading]
Using Surveys For Insurance Agency Marketing Planning
In my last post I talked about using the BCG matrix to analyze your book of business. Another good tool for evaluating your strengths and weaknesses for your agency marketing strategy is the customer survey. You can focus your questions on customer … [Continue reading]
A Quick and Easy Way to Examine Your Insurance Book
All businesses, including insurance agencies, should assess their account portfolio or book of business from time to time. One good method, developed by the Boston Consulting Group several years ago, provides a quick and easy way to evaluate your … [Continue reading]
Set the Stage for Insurance Referrals
As I mentioned in my last post, the key to getting referrals is treating customers in a way that makes them value their relationship with you. In this way, you create a two-way street: you value your clients, they value you and you acquire the … [Continue reading]
How to Get Referrals from Your Insurance Customers
One thing that differentiates great salespeople from the merely good ones is their ability to get referrals. How do they do it? Do people love them for their natural charisma? Or do they just have the brass to ask for referrals? It may surprise … [Continue reading]
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