Sales

Creating and maximizing appointments with prospects and driving growth with existing clients frequently hinges on the ability to connect, pique curiosity and lead change behavior.

Before baby boomers leave record-breaking levels of wealth to their heirs over the next two decades, agencies should start considering how to court the next generation of clients.

To reach the right audiences for your business needs, setting up a robust profile and developing applicable campaigns are key.

Top producers can model a strong work ethic and be a source of truth and insight for new staff members. However, the role of a producer is different than that of a coach or a trainer.

Whether it’s reevaluating tried-and-true policies or exploring new lines, agents have several opportunities to expand this summer.

Prospecting and setting appointments via cold calling isn’t easy. Overcome the objections with these cold calling scripts.

Without access to the right decision-maker, agents find themselves engaged with representatives who don’t have the authority to facilitate change or make purchasing decisions.

Here are the three different selling approaches—and why only one is effective.

Finding a niche market helps agents go from “one of many” to one of the few.

Sales velocity may be one of the most important indications of an agency’s ability to succeed and perpetuate over the long term.