Does your agency have the attributes of its "perfect" client? Seems the perfect starting point, does it not?
When last did you run a client list from your agency management system? OOPS. Key question. Do you input SIC codes or type of business, so you know how many employers in each industry
type you want to target, such as the construction industry, call your agency "their insurance home?"
Knowing this just may make it easier to get in to see more in
each industry you target. This is just one thought we'll expand on...adding another dozen or so. You'll leave this session with
renewed vigor and confidence in getting in more often than being rebuffed. Your briefcase will be stocked with a multi -
approach offense to break through high payoff future clients' defense. You'll then be able to seal the deal.