Teaching Insurance Agents How to Win More Broker of Record Letters and Build a $1,000,000 Book of Business
Like most of you (and precisely like most other brand new insurance agents as well), I started out my own sales career by grabbing a telephone book and calling on business owners to see if I could offer a quote on their upcoming renewals. (As if …
[Read more...] about Refusing to Quote Policy Renewals Makes a Lot of Sense
Let’s set the stage by starting out with something both eye-opening and controversial, shall we? Many of the “old school” producers in your office might label what I’m about to tell you as a load of hog wash, but I’m here to convince you that it’s …
[Read more...] about Stop Offering Quotes to Businesses That Aren’t Your Current Clients
I was still a fairly “green” insurance broker when I was granted the distinct privilege of shadowing a veteran producer on a new business sales call. (For the sake of those involved, let’s refer to this veteran producer as Bob.) FYI: Don't Sell …
[Read more...] about A Story About Why You Should Target Broker of Record Letters
Most insurance agents start out quoting insurance policy renewals the same way... Like most brand new insurance agents, I began my insurance sales career by grabbing a telephone book and calling business owners to see if I could offer a quote on …
Maybe your first year in insurance sales looked somewhat similar to mine? After my first full year of selling insurance as a P&C agent in California, I only wrote $135,000 of commission from roughly 30 new clients. Not a bad first year for a …
[Read more...] about Insurance Sales Techniques: THINK BIGGER!
