Last time we wrote about those frustrating times when prospects hem and haw, refusing to commit to setting an appointment or closing the deal, even when you’ve shown them it’s clearly in their best interest to go forward. We blamed … Continue reading →
You’ve probably dealt with prospects that won’t leave their incumbent agent in spite of whatever cost, service, or coverage improvements you were able to deliver. I’ve heard one producer say that even after saving a prospect thousands of dollars they … Continue reading →
These kinds of things happen all the time. But when it happens to someone you know well, you pay more attention. A producer friend I’ll call Ruth was getting ready to renew the business insurance for Don, a loyal and … Continue reading →
Imagine for a second that you’re selling farm equipment. You cover a broad territory, traveling from farm to farm, hoping to arrive auspiciously when parts and equipment are needed. But too often your timing is off. Because of changes you … Continue reading →