- We
have an obligation . . . Why cross-selling is really cross-servicing.
Creating a sustainable, formalized, agency-wide strategy
to harvest cross-selling opportunities.
- Conducting mid-term client assessments for every line
of business. Client education initiatives that promote partnership
solutions.
- Promoting cooperation and preventing internal combustion...
avoiding territorialism and preventing anxiety about cross-selling
initiatives. Establishing accountabilities, incentives,
and commission sharing arrangements.
- Focus on high payoff, high impact, business building and
proactive client service activities that are unique, efficient,
and extremely effective.
- Improve self-manageability, self-esteem, and confidence
in any environment and under any conditions.
- A proven system to stay on target and on plan in spite
of distractions, interruptions, and setbacks.
- Rules of engagement – building mutual trust and
accountability for expectations, intentions, roles, and
goals.
- Converting your business plans into partnership agreements.
Co-developing opportunities, renewal strategies, and client
management planning. Maximizing carrier and agency efficiency
and effectiveness.
- Converting adversarial underwriting relationships into
profitable partnerships. Identifying, promoting, and using
carrier resources for increased production, retention, efficiency,
and profitability.
- Contingency income management and proactive disclosure.
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