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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

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

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

Reading: A key to professional success

What do incredibly successful people like Bill Gates, Oprah Winfrey and Mark Zuckerberg have in common? Yes, their fortunes,—but also their love of books and consistent dedication to reading. In a technologically-focused world where reading is becoming a lost art, could it also be the key to unmatched success for those who continue to practice it regularly?

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By Lindsey Elias, Marketing Content Manager on Jun 2, 2017 11:15:10 AM

Topics: Value Selling