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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

83% of us react before we do this key skill

The dark room is eerily quiet as picture after picture appears on the screen. There are sniffles, side conversations, moments of recognition and sadness. As the presentation continues, I think, what is their story? Who did they leave behind? What was their legacy? Each person has their own story to tell. While listening to others, we can hear their pains and joys and also understand what makes them tick.

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By Tina Kerchner, GSB Vice President on Jan 5, 2018 11:30:00 AM

Topics: Insider, Value Selling, Sales, Marketing

Have you tried this 1 single step to a lasting impression?

“Neither snow nor rain nor heat nor gloom of night stays these couriers from the swift completion of their appointed rounds.” – United States Postal Service 

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By Joseph Myers, GHP Marketing Sales Executive on Dec 29, 2017 11:30:00 AM

Topics: Insider, Value Selling, Sales

Would you like fries with that? 3 tips to sell additional coverage

When I pull up to the McDonalds drive-through, I know that I’m going to throw down a Big Mac. And, if I’ve just lost all credibility in your eyes – sue me, they’re delicious. After I order my burger, an inherent test of my self-control follows… “Would you like fries with that?” (For full disclosure, I only go to McDonalds on about a semi-annual basis – and, yes – give me all the fries.)

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By Bri Burkhart, Social Media Coordinator on Dec 22, 2017 11:30:00 AM

Topics: Insider, Value Selling, Sales, Marketing

Elevator pitches: 3 no-nonsense tips in 3 minutes

You have only about 7 seconds to make a lasting initial impression, which is why we’re not going to talk about eye contact, a good handshake or how to dress. You’ve heard those tips before. It’s time to talk about the nitty gritty parts of an elevator pitch.

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By Rob Kuhn, GRP Marketing Representative on Dec 15, 2017 11:30:00 AM

Topics: Insider, Value Selling, Sales, Marketing

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

Happy Halloween!

This falls under policy exclusions, right? Happy Halloween!

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By Glatfelter Program Managers on Oct 27, 2017 11:30:00 AM

Topics: Insider, Technology, Value Selling, Sales, Marketing, Underwriting, Risk Control

The dreaded "s" word

Let’s face it, salespeople get bum raps. When consumers were asked to identify the first word that came to their minds when describing “sales” or “selling,” their most common answers were “pushy,” “sleazy,” “ugh,” “yuck,” “dishonest” and “manipulative.”

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By Amber DeFabio, Marketing Coordinator on Sep 29, 2017 11:30:00 PM

Topics: Sales