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Author: Michael Bonilla
Publisher: Independently Published
ISBN: 9781796830897
Category : Business & Economics
Languages : en
Pages : 178
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Book Description
When a marketing rep comes into your office or someone from the management team and tells you to, 'Sell the value', how often do you find yourself rolling your eyes? As a former agency owner and now a consultant, I often find myself spouting the same slogan. Why? Because, I have done it and done it quite successfully. Whenever a rep came into my office and told me to sell the value of carrier X, I would think that's something an expensive company would say or an overpriced company, because what else could they say?We've officially entered a hard market cycle in California on the personal lines side, which is strange to even say. The market has tightened up and many carriers are non-renewing or reducing underwriting appetite to not take on a lot of new business in California. This is why I started writing in 2014 and again in 2017, 2018 and 2019. In my estimation our industry is going to see a massive shift over the next 3 or 4 years. A shift from judgement underwriting to block chain and data underwriting. Artificial intelligence has already been underwriting, selling and handling claims for smaller insure-tech companies for the past 4 years. This is a prevalent trend in our industry. But, why?Why? Because, we have shifted our focus from selling peace of mind to selling a price. Why? Because, we have put more value on talking about premium, payments and price, than having hard conversations about protecting assets and families. We have shifted hard on price, and almost every insurance company has followed suit in their marketing efforts. Almost exclusively every billboard, social media ad and print ad espouses X insurance carrier savings you up to 25-43% on your insurance per year. The conversation has shifted in a way that will cannibalize our industry and wrongfully set expectations for consumers.A recent study by insurancequotes.com found that around 80% of consumers self-report in blind surveys that consumers shop or are prompted to shop based on price. This study is congruent with most studies down on consumer behaviour.
Author: Michael Bonilla
Publisher: Independently Published
ISBN: 9781796830897
Category : Business & Economics
Languages : en
Pages : 178
Get Book
Book Description
When a marketing rep comes into your office or someone from the management team and tells you to, 'Sell the value', how often do you find yourself rolling your eyes? As a former agency owner and now a consultant, I often find myself spouting the same slogan. Why? Because, I have done it and done it quite successfully. Whenever a rep came into my office and told me to sell the value of carrier X, I would think that's something an expensive company would say or an overpriced company, because what else could they say?We've officially entered a hard market cycle in California on the personal lines side, which is strange to even say. The market has tightened up and many carriers are non-renewing or reducing underwriting appetite to not take on a lot of new business in California. This is why I started writing in 2014 and again in 2017, 2018 and 2019. In my estimation our industry is going to see a massive shift over the next 3 or 4 years. A shift from judgement underwriting to block chain and data underwriting. Artificial intelligence has already been underwriting, selling and handling claims for smaller insure-tech companies for the past 4 years. This is a prevalent trend in our industry. But, why?Why? Because, we have shifted our focus from selling peace of mind to selling a price. Why? Because, we have put more value on talking about premium, payments and price, than having hard conversations about protecting assets and families. We have shifted hard on price, and almost every insurance company has followed suit in their marketing efforts. Almost exclusively every billboard, social media ad and print ad espouses X insurance carrier savings you up to 25-43% on your insurance per year. The conversation has shifted in a way that will cannibalize our industry and wrongfully set expectations for consumers.A recent study by insurancequotes.com found that around 80% of consumers self-report in blind surveys that consumers shop or are prompted to shop based on price. This study is congruent with most studies down on consumer behaviour.
Author: Michael Bonilla
Publisher:
ISBN: 9781977088543
Category :
Languages : en
Pages : 101
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Book Description
This book is a comprehensive guidebook to selling Auto, Home and Umbrella Insurance. I've also put in some Commercial Lines tips as well. If you're having a hard time selling insurance based on value and keep getting price objections. This book might be what you have been looking for. I've detailed out methods, rebuttals, tips and techniques to help. This book answers a lot of common questions I receive from Agents. It's tougher now than ever to compete as an insurance agent. Give it a read and let me know what you think.
Author: Michael Bonilla
Publisher: Independently Published
ISBN: 9781798424674
Category : Business & Economics
Languages : en
Pages : 160
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Book Description
Looking for some new life insurance sales insights? Struggling to move the dial on your sales? Find yourself on cruise control? Phone not ringing? In this second edition, I've pack new tricks, tips and strategies to help you do just that... move the dial on your life business. Selling isn't easy, especially now in this time of hyper competition and insure-tech.
Author: Michael Bonilla
Publisher:
ISBN: 9781977021205
Category :
Languages : en
Pages : 121
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Book Description
In this book we will cover the following topics:1. Rebuttals / Common Objections2. How to develop a process for selling life insurance.3. Life Insurance sales strategies4. Rapport Building5. Systems to Determine a Death Benefit.6. Why people buy life insurance.7. Common Sales Maxims and Mistakes.8. Selling based on value not price.9. Ways to differentiate yourself in your market.Do you have trouble achieving consistent results in your life sales practice? Perhaps this book could help. I've put together in this book most of the process, systems and techniques that have helped me in my career. Whether you are a seasoned veteran in the life industry or just starting your practice, this book might be what you've been looking for. Are you struggling with objections from prospects? Having trouble finding qualified prospects? Looking for a new strategy or plan of action? Do you have trouble explaining insurance in a simple matter of fact way? Are you looking for under-served markets? Are you looking for structure? Do you ever wonder when to offer permanent over term insurance? Do you wonder how a life insurance retirement plan works? What about the pitfalls of a life insurance retirement plan?
Author: Michael Bonilla
Publisher: Independently Published
ISBN: 9781795228022
Category : Business & Economics
Languages : en
Pages : 158
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Book Description
Struggling to close P&C sales? Tired of every client forcing you to compete on price, because someone saw a TV ad that promised free insurance? In this second edition I have put together closing tips, slick statements, qualifying questions and rebuttals to help you drive value based sales conversations. Whether you are a new agent, producer and or someone just wanting to learn how to sell Auto, Home and Umbrella insurance, take a look at what I put together.
Author: David M Duford
Publisher:
ISBN: 9781702312004
Category :
Languages : en
Pages : 112
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Book Description
The Most Comprehensive Guide To Successfully Starting Your Insurance Sales Career... No Matter What Insurance Product You Sell... From The Perspective Of A Top Producing Insurance Agent And National Trainer!Did you know that the "ugly" truth of insurance sales is that over 90% of new agents FAIL within their first 12 months of getting their license?The sad truth is that insurance sales is TOUGH, and to succeed, you must have a strategy in place to avoid becoming another statistic.Taking his own experience succeeding AND failing out of insurance sales, David Duford has designed this guide to help new insurance agents navigate the most common pitfalls to selling insurance so you can improve your odds of a successful, lucrative career.The Official Guide To Selling Insurance For New Agents provides the blueprint to optimizing your new career as an insurance agent. This handbook explains:1) How to avoid failure and achieve success.2) How to select the best insurance product to sell.3) How to identify and avoid joining agencies who are NOT working in your best interest.4) A crash-course in understanding how to become a top-producing insurance agent.
Author: Baxter Dunbar
Publisher: Business Insurance Pub
ISBN: 9780962674792
Category : Political Science
Languages : en
Pages : 333
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Book Description
INSURANCE COMMANDER is the first "How To" book on property & casualty business insurance sales. The book helps agents tackle, simplify, & master the complex variables of commercial insurance sales with easy-to-follow, step-by-step instructions in every property & casualty business insurance sales & underwriting activity. INSURANCE COMMANDER is the useful new command post of information & sales solutions agents will refer to again & again. Agents can now find the facts they need to succeed all in one manual: sales techniques that get results, prospecting sources, pre-survey & survey interview checklists & work sheets, dozens of up-to-date proposal formats, special applications to help agents ask the right questions & gather the best underwriting information on the first prospect interview, simple directions to create brilliant underwriter submissions & powerful proposals that ask for the sale six ways! Packed with practical advice & realistic scenarios, INSURANCE COMMANDER teaches agents how to identify the 18 different personality types of insurance buyers & sell them what they want. To order: Business Insurance Publishing, P.O. Box 480022, Kansas City, MO 64145. 800-247-6553. FAX 419-281-6883.
Author: The Experts at Dummies
Publisher: John Wiley & Sons
ISBN: 1118236297
Category : Business & Economics
Languages : en
Pages : 711
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Book Description
Tried-and-true information and tips for selling like a pro Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results. This valuable selling resource includes new ways to effectively network and prospect through the power of all the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars; the latest tips and advice to build an appealing image; proven questioning methods that close sales; updated advice on keeping clients' business and building their loyalty; and how to adapt presentations and techniques. Proven methods and techniques that will lead to bigger sales and more loyal customers Advice on separating yourself from the pack Plus four chapters on selling in specialized areas from biotechnology to real estate Selling All-In-One For Dummies is the authoritative guide to navigating the ever-changing and growing sales arena.
Author: Christopher J. Boggs
Publisher: Lulu.com
ISBN: 0578053977
Category : Casualty insurance
Languages : en
Pages : 200
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Book Description
This book details key property and casualty concepts rarely discussed or found in print; rather they are often left to be "discovered" over time. These important concepts are now written down for all insurance practitioners to easily access. Examples of the topics and concepts found in this book include rules for reading ANY insurance policy; why losses are excluded; contractual risk transfer; legal liability theories; "COPE" details; and the proper explanation of coinsurance concepts. Also included is a rather extensive glossary of insurance and insurance-related terms. Readers will: 1) Gain a deeper understanding of insurance theories; 2) Be better prepared to explain insurance concepts to their clients; and 3) Develop a greater appreciation and understanding of the claims valuation process.
Author: Edward K. Strong
Publisher: Literary Licensing, LLC
ISBN: 9781497855724
Category :
Languages : en
Pages : 508
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Book Description
This Is A New Release Of The Original 1922 Edition.
