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    How to sell value


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8 DO's of actionable Underwriting submissions

Value Selling

By Tom Thompson, Underwriting on January 18, 2017

It is critical for sales and underwriting to be on the same page in order to obtain actionable submission. Here are 8 underwriting insights into that process.

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The power of a written goal

Value Selling

Written goals are imperative in sales. But did you know that how the goal is written can impact how your mind interprets it?

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Value selling and expertise

Value Selling

Establishing credibility as a young producer is crucial. Higher prices with insurance grow with experience and confidence.

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Creating right sized expectations

Value Selling

As a young producer, you need to be realistic. You can use this to sell value and a higher price. Understand the importance of right sized expectations.

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Move from the rational to the emotional to sell value

Value Selling

People should make purchases based on reason, but more often purchases are made based on bias and emotion.

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Value selling starts with active listening

Value Selling

In order to be successful selling value, you need to sincerely understand your client's emotional state.

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New producers … know your numbers

Value Selling

Selling insurance is hard work but once you know your numbers and have the discipline required, you can move mountains.

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Value selling: Are you selling to a group?

Value Selling

Selling to a group or board can be very challenging. What can you do to stand out? Read more for suggestions.

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Agents are concerned with these 3 things

Value Selling

By Art Seifert, Glatfelter Program Managers on September 28, 2016

We need to be competitive when selling insurance. Find out the three tops areas that agents are concerned when providing quality customer service

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Re-evaluate your retention strategies with these 4 steps

Value Selling

By Troy Markel, VFIS on September 14, 2016

Give your clients a reason to keep doing business with you. Follow these 4 simple steps.

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