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Art Seifert, GPM president

Recent Posts

The #1 way to sell Professional Liability Coverage to niche markets

Selling professional liability insurance to niche markets is a fairly new practice, and it’s a great way to increase your agency’s clients. To be successful in the professional liability market, however, it is critical that you fully understand how this coverage differs from general liability, and that you grasp how it impacts the specific business of your targeted audience.

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By Art Seifert, GPM president on Jan 19, 2018 11:30:00 AM

Topics: Value Selling, Sales

Keeping up on the latest innovations in the industry

Research is a non-negotiable part of sales. To keep abreast of the latest strategies and industry news, you need to keep your finger on the pulse of the industry itself. There are many ways to do that, but here are the ones I've found work the best when you have limited time throughout your day to actually do the research.

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By Art Seifert, GPM president on Dec 1, 2017 11:30:00 AM

Topics: Sales

The effects of new technology on insurance

There seems to be a lot of discussion around the latest insurance applications and how they help a producer be more effective in the sales process. Which may be true, but there are some drawbacks as well if you get too caught up in technological advancements.

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By Art Seifert, GPM president on Nov 17, 2017 11:30:00 AM

Topics: Sales

Value vs price in the aftermath of natural disasters

At any point in time, the probability that a prospective client is going to buy your product can change based upon what is going on in their personal life. 

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By Art Seifert, GPM president on Nov 3, 2017 3:03:44 PM

Topics: Sales

The critical importance of succession planning

We get it. Thinking about your own mortality is scary, but when it comes to the future of your business, it's necessary. You want to make sure your legacy continues on with the same, if not better, reputation. There are too many people counting on you for you not to think about what will happen after your retirement.

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By Art Seifert, GPM president on Sep 8, 2017 11:30:00 AM

Topics: Sales

Being successful as a retail agent in the insurance industry

Agents who specialize are happier and do better business, but there are some obstacles that could get in the way of your success if you aren't an expert in your niche. 

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By Art Seifert, GPM president on Aug 25, 2017 11:30:00 AM

Topics: Value Selling

Finding the agency or brokerage that is right for you

As a new producer looking to launch their career, finding the agency or brokerage that is right for you is the first important step when delving into the industry.

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By Art Seifert, GPM president on Aug 4, 2017 11:11:00 AM

Topics: Value Selling

Customer satisfaction is the new value

When we think of value-based selling, we usually think in terms of product.  But as products become more homogeneous, it becomes increasingly difficult to differentiate them on the basis of benefits and features.

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By Art Seifert, GPM president on Jun 9, 2017 2:01:21 PM

Topics: Value Selling

Selling service as value: Can your clients afford you?

One sure way to separate yourself from competing producers is to provide truly effective service.  This may sound easy, but in reality, it is a challenge. The driver of the challenge is time. Because time is limited, it must be effectively divided.

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By Art Seifert, GPM president on May 26, 2017 9:51:56 AM

Topics: Value Selling

Stay strong with community commitment

THE CHALLENGE:

One major challenge for new producers is figuring out the best way to build their network within the insurance industry. It can be difficult to decide how to gain visibility from the very beginning. A good breakthrough networking option is joining a local nonprofit, as doing so will allow you to begin forming connections within your community. 

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By Art Seifert, GPM president on May 12, 2017 10:41:00 AM

Topics: Value Selling