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To Millennials and Beyond: Selling to a digital generation

Once Generation Y entered adolescence and adulthood, the marketing world began buzzing with theories on reaching this age group—better known as the Millennials. We’re constantly hearing how consumer preferences are changing as technology advances. While communication continues to go digital, audiences are turning to social platforms and search engines as primary sources of information—including first life lessons on buying insurance. In a generation that’s constantly watching, posting, and sharing, how do you get your message across to Millennials? How do you break through the clutter and captivate this audience?
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How Changes to Medicare in 2022 Can Increase Sales

With over 62 million people receiving Medicare benefits in 2020, and nearly 10,000 Baby Boomers aging into Medicare each day, the potential to increase Medicare sales in 2022 will be unprecedented, but agencies will need to adjust to some changes in the market. Agencies can take advantage of these vast sales opportunities by understanding the changes introduced by the Centers for Medicare & Medicaid Services (CMS) and how they may affect 2022 sales in Medicare Advantage, Medicare Supplement (Medigap), and Medicare Prescription Drug Plans.
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Spending Money to Make Money: Best Investments for Insurance Agency ROI

As the old saying goes, sometimes you have to spend money in order to make money.  Of course, this doesn’t mean that you can just throw cash at whatever problem you’re trying to solve and get good results.  However, by making smart investments, you can supercharge your insurance sales efforts and build a more profitable and resilient agency.
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How to Encourage Cold Calling with Your New Agents

Cold calling can sometimes feel like a grind for new agents, but it is essential to your insurance agency’s success. After all, insurance sales feed off of relationships, and cold calling is a launchpad for those relationships that will ultimately grow into long-term business.  Luckily, the better your agents become at cold calling, the more people your agency will reach and the higher your potential will be for increased sales. Wondering how to help your agents master cold calling? In this article, we pin down how you can encourage better cold calling at your agency and boost sales.
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How to Effectively Coach Your Agents to Overcome Client Objections

Too often, insurance agents are cruising during a prospecting meeting only to slam into a brick wall of objections. These objections can quickly derail an insurance sale. However, by coaching your agents to properly handle objections, you can empower them to blast through these potential deal-breakers and land more sales. Ready to get started? Here’s how you can coach your agents to overcome objections and sell new insurance policies with ease.
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How to Create a Culture That Attracts the Right Agents to Your Agency

Every insurance agency is only as strong as the people who power it. If you want your agency to reach its full potential, you need to hire the best team and do everything in your power to ensure they stick around. It’s that simple. And that all starts with building and maintaining a fun, supportive, and engaging culture that is set up to help employees reach their full potential. In fact, a recent report found that 21 percent of workers consider company culture when deciding whether to accept a job offer. Further, 18 percent of employees agree that strong cultures increase employee loyalty and engagement. With that in mind, let’s take a look at some of the easiest ways you can create a culture that attracts the most talented insurance sales agents to your business.
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Finding, Training, and Retaining New Agents for Your Agency

Your insurance agency is only as strong as the agents that power it. That being the case, it is critical to hire the best agents. But your job doesn’t end with building a great team. If you want to maximize profitability on insurance sales and deliver the best service possible to your clients, you need to do everything in your power to retain agents, too. Retaining agents reduces turnover and the associated expenses and ensures that clients interact with experienced, talented staffers in each engagement. With all this in mind, let’s take a look at some tips that should make it easier for you to find, train, and retain new agents for your insurance agency.
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How to Train Your Sales Team and Call Center to Qualify Leads Effectively

In an ideal world, every lead your sales team calls on would be highly qualified. Unfortunately, not everyone is the perfect customer for your P&C insurance agency.  At many agencies, marketers end up sending bad leads to sales, which ultimately conditions the sales teams to ignore these leads because they don’t want to waste their time. In fact, one study found that the average sales representative ignores half of the leads marketing colleagues send their way. Building a more efficient P&C insurance sales team starts with them and call center agents qualify leads. By doing so, you can increase the chances that they spend the majority of their time selling to the most qualified candidates. With that in mind, let’s take a look at four tactics you can employ to help your P&C sales team successfully qualify leads.
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2021 & Beyond: How to Launch a Winning P&C Insurance Business Plan

The year 2020 was, in short, unpredictable. Looking into 2021, businesses are understanding that they need a flexible plan. Luckily, there are still three quarters left to nail down your P&C insurance business plan. Creating or refocusing your business plan could anchor your P&C insurance agency and help your team chart a clear course to a successful year.   Want to take a proactive approach to planning the rest of your agency’s year? We’ve pinned down a few tips for how your P&C insurance agency can craft a business plan for added success and higher profit in 2021.
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The Importance of Utilizing Reviews to Build Trust in Your Market

In today’s increasingly digital world, reviews are the megaphones that let you broadcast your P&C insurance agency’s messages into the market. When done right, this social proof about your insurance agency’s reputation can build trust, lift sales, encourage repeat business, and spark cross-selling opportunities. And it may be easier to shape your agency’s reviews and reputation than you realize. In this article, we uncover the true value of reviews and reveal the secrets to utilizing them to build trust and increase P&C insurance sales.
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