Insurance Agency Optimization

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Insurance Agency Optimization

Author : Scott Grates
Publisher :
ISBN 13 : 9781099492310
Total Pages : 132 pages
Book Rating : 4.4/5 (923 download)

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Book Synopsis Insurance Agency Optimization by : Scott Grates

Download or read book Insurance Agency Optimization written by Scott Grates and published by . This book was released on 2019-05-20 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: Insurance Agency Optimization was written by a multi-line insurance agency owner, for multi-line insurance agency owners. It was written to help agency owners understand that they are not alone. The reality is almost nobody who owns an insurance agency ever planned on owning an insurance agency. Once upon a time I was a highly successful salesperson, or sales manager, or corporate executive or somebody special in some other field. Then, I got sick of working for somebody else and I thought it would be awesome to own my own business, create my own schedule, make tons of money, travel the world and golf a lot. So I opened my own insurance agency. The problem is insurance agency owners who jumped into this industry during the 21st century have a much different looking opportunity than those who came before them. It's still a tremendous opportunity, but the rewards aren't realized until several years of dues are paid. This book was written to save agency owners time and money as an alternative to present day trainings and seminars which offer quick fixes, silver bullets and shortcuts to success; none of which exist. Insurance Agency Optimization uses simple, easy to understand mindsets, systems and processes which have worked in all sales industries since the beginning of time. This book focuses on the common denominators all successful agencies share. Readers will learn to consistently focus on daily disciplines which increase levels of health, happiness and overall productivity. You'll be given the essential mindset required to win each moment so you can win every day. And it will provide you and your teams with the tools required to dominate your market and ultimately work so efficiently your competition cannot even be compared to you. The insurance business is simple, but it's certainly not easy. You recruit, hire, train, educate and continuously motivate highly productive team members. You get to know your prospects by having conversations which uncover needs and then you offer the best possible solutions to satisfy those needs. Sounds simple, but again...it's not easy. This book was written and The Positive Impact Club was developed to make your life as the proud owner of a multi-line insurance agency much easier and will put you and your team on the right path to: Recognize and optimize every customer opportunity within every interaction each and every day Stand above and ultimately eliminate your competition Create a winning office culture with personal and team accountability Plan, prepare, track and ultimately WIN every day Implement a simple, repeatable sales processes to uncover multiple customer needs within one relaxed conversation EARN more referrals, ELIMINATE wasted marketing dollars and RETAIN more customers than ever before Become the happiest, healthiest and most productive version of yourself Perhaps you didn't fully understand what you were jumping into when you opened your insurance agency. And chances are you often times feel overwhelmed, confused or frustrated. The good news is you are not alone. The better news is there are proven ways to improve your results spelled out in this book. The best news is, this book will show you how to close the "knowledge/action gap." It's great to know things, but without action knowledge is useless. Insurance Agency Optimization will challenge you to take one, two or three key components that best suit your agency and implement them immediately. The strategies shared in this book are proven to work and grow your business regardless of where you are today. After reading Insurance Agency Optimizationand joining The Positive Impact Club the only regret you'll have is that you didn't know all of this sooner!

Power Position Your Agency

Author : Troy Korsgaden
Publisher : eBookIt.com
ISBN 13 : 1456608169
Total Pages : 109 pages
Book Rating : 4.4/5 (566 download)

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Book Synopsis Power Position Your Agency by : Troy Korsgaden

Download or read book Power Position Your Agency written by Troy Korsgaden and published by eBookIt.com. This book was released on 2014-09-05 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: New York Times Bestseller! Are you working too many hours for too few clients? Does it seem that you do more paperwork than peoplework? Will you spend more hours on the road than in front of people this year? Whether your agency is big or small, if you answered yes to any of those questions, you need more than an adrenaline boost! You need a shot of strategies to wake things up and put you on the path to success fast! - How to get appointments with 10 clients every day - How to find qualified clients and get them to come to you - How to get clients in and out of your office in 30 minutes-or less! You'll also discover how to ramp up for success with something you already have, but probably overlook, why some clients don't make sense for your agency, and what you need for an effective sales pitch. Get the help you need by putting Troy Korsgaden on your side. His strategies have made a difference for the thousands of agents who have attended his seminars across the country. They can make a difference for you too!

The Breakthrough Insurance Agency

Author : Bart Baker
Publisher :
ISBN 13 : 9780996055246
Total Pages : 142 pages
Book Rating : 4.0/5 (552 download)

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Book Synopsis The Breakthrough Insurance Agency by : Bart Baker

Download or read book The Breakthrough Insurance Agency written by Bart Baker and published by . This book was released on 2015-05-01 with total page 142 pages. Available in PDF, EPUB and Kindle. Book excerpt: You're in the insurance business, and you're searching for a breakthrough. Maybe you're a new agent and feel overwhelmed by the task ahead of you. Or maybe you've already been in the business for several years, and you're doing pretty well, but you've hit a plateau. Whatever the case, you're looking for a way to put your business on the path to continuous growth. If this sounds like you, you're in the right place. The Breakthrough Insurance Agency shows you how to build a successful agency from the ground up. Moreover, it gives you the keys to break out of the stagnation rut many agents fall into after they're established. Using his acclaimed agency-building process, top insurance agent Bart Baker walks you through the ten key steps of creating an agency that give you the results you've been dreaming of. You'll learn how to set a powerful vision for your business, fund continuous growth, maximize your success with the 3M Breakthrough System and the Gap Elimination Process, set up departments that work, structure a compensation plan that serves you and your employees, and ultimately transform your agency from a quote shop into a referral shop. It doesn't matter what stage of the game you're at. As long as you are truly motivated to create a bigger and better future for yourself, you can shave years and years off of your journey to getting you and your family to where you aspire to be. The Breakthrough Insurance Agency will show you how to make it happen."

Continuous-Time Models in Corporate Finance, Banking, and Insurance

Author : Santiago Moreno-Bromberg
Publisher : Princeton University Press
ISBN 13 : 1400889200
Total Pages : 176 pages
Book Rating : 4.4/5 (8 download)

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Book Synopsis Continuous-Time Models in Corporate Finance, Banking, and Insurance by : Santiago Moreno-Bromberg

Download or read book Continuous-Time Models in Corporate Finance, Banking, and Insurance written by Santiago Moreno-Bromberg and published by Princeton University Press. This book was released on 2018-01-08 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: Continuous-Time Models in Corporate Finance synthesizes four decades of research to show how stochastic calculus can be used in corporate finance. Combining mathematical rigor with economic intuition, Santiago Moreno-Bromberg and Jean-Charles Rochet analyze corporate decisions such as dividend distribution, the issuance of securities, and capital structure and default. They pay particular attention to financial intermediaries, including banks and insurance companies. The authors begin by recalling the ways that option-pricing techniques can be employed for the pricing of corporate debt and equity. They then present the dynamic model of the trade-off between taxes and bankruptcy costs and derive implications for optimal capital structure. The core chapter introduces the workhorse liquidity-management model—where liquidity and risk management decisions are made in order to minimize the costs of external finance. This model is used to study corporate finance decisions and specific features of banks and insurance companies. The book concludes by presenting the dynamic agency model, where financial frictions stem from the lack of interest alignment between a firm's manager and its financiers. The appendix contains an overview of the main mathematical tools used throughout the book. Requiring some familiarity with stochastic calculus methods, Continuous-Time Models in Corporate Finance will be useful for students, researchers, and professionals who want to develop dynamic models of firms' financial decisions.

Dynamic Optimization, Second Edition

Author : Morton I. Kamien
Publisher : Courier Corporation
ISBN 13 : 0486310280
Total Pages : 402 pages
Book Rating : 4.4/5 (863 download)

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Book Synopsis Dynamic Optimization, Second Edition by : Morton I. Kamien

Download or read book Dynamic Optimization, Second Edition written by Morton I. Kamien and published by Courier Corporation. This book was released on 2013-04-17 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: Since its initial publication, this text has defined courses in dynamic optimization taught to economics and management science students. The two-part treatment covers the calculus of variations and optimal control. 1998 edition.

The UnCaptive Agent: How to Escape Limitations, Build Incredible Income & Wealth, and Create the Life of Your Dreams by Starting and Operat

Download The UnCaptive Agent: How to Escape Limitations, Build Incredible Income & Wealth, and Create the Life of Your Dreams by Starting and Operat PDF Online Free

Author : Tony Caldwell
Publisher :
ISBN 13 : 9781647461973
Total Pages : 232 pages
Book Rating : 4.4/5 (619 download)

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Book Synopsis The UnCaptive Agent: How to Escape Limitations, Build Incredible Income & Wealth, and Create the Life of Your Dreams by Starting and Operat by : Tony Caldwell

Download or read book The UnCaptive Agent: How to Escape Limitations, Build Incredible Income & Wealth, and Create the Life of Your Dreams by Starting and Operat written by Tony Caldwell and published by . This book was released on 2020-04-21 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Agents of Change

Author : MR John M Tate
Publisher :
ISBN 13 : 9780692841044
Total Pages : pages
Book Rating : 4.8/5 (41 download)

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Book Synopsis Agents of Change by : MR John M Tate

Download or read book Agents of Change written by MR John M Tate and published by . This book was released on 2017-02-03 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: In this engaging and easy-to-read book, follow along with fictional insurance agency owner, Jim Wakefield, as he fights to keep his struggling small business afloat. Slowly and surely, he discovers not only how to find more customers, but also how to retain them for the long-term through loyalty-generating marketing initiatives. During his year of eventual marketing mastery, Jim and his team bond closely as they overcome significant odds to reach a point of growth and sustainability. For clarity, the authors step in at the end of each chapter to provide further explanation and free valuable resources to help you attain the same success as Jim in your own hometown insurance agency...or any other business. The discoveries of fictional agency owner, Jim, and his team are factual and footnoted, and matching results from his activities can be found in hundreds of individual successes that Agency Marketing Machine has helped to produce for clients.

If I Were You

Author : Preston Schmidli
Publisher : Independently Published
ISBN 13 : 9781793886132
Total Pages : 229 pages
Book Rating : 4.8/5 (861 download)

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Book Synopsis If I Were You by : Preston Schmidli

Download or read book If I Were You written by Preston Schmidli and published by Independently Published. This book was released on 2019-01-11 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the insurance industry enters the digital age, agencies are getting disrupted by all of the technological advancements and change. This book shows agents how to look into the chaos and find opportunity in a new landscape of being an insurance professional. In this dynamic new guide, Preston Schmidli leads you on a journey of agency growth, revealing strategies that the most successful agencies use (but would never admit to) that help them consistently grow double-digits every year. Based on his personal experience and consulting for other agencies, the techniques described in this book are profound and life-changing when applied. As an agency owner himself, these strategies have been used within Preston's agency as well as the agencies throughout the nation that hire him to consult them to implement the very systems discussed in this book. This is a whole new method to increasing your agency production while also reclaiming your time. Working with Preston is like combining the psychology of Simon Sinek, the brilliance of Dan Kennedy, the tactics of Seth Godin, the insight of Tim Ferriss, the strategy of Gary Vaynerchuk, the power of Tony Robbins, the wordplay of Eugene Schwartz, the experience of Richard Branson, the talent of Russell Brunson and the assertiveness of Grant Cardone ...and wrapping it all together into a singular clinic on Branding, Business Development, Sales, Marketing, and Systems Creation ...and you've got just a glimpse of what this book will give you. Whether you're an agency with no digital presence, or you're already on Facebook, Twitter, Instagram, YouTube, or any other Social Media, this book has an approach you can use. Whether you're selling locally, statewide, or nationwide, this is your guide to real results. Whether you're a tenured agency owner, brand new to owning an agency, or a producer looking to start your own agency, this book has got the goods. Learn the key factors that will have prospects yearning for YOU to be their agent: -Understand how consumers notice what you offer, and why grabbing their attention in very specific ways makes a huge difference in your results. -Discover a brand new method of communicating your agency message to the right audience to increase your sales. -Create automated processes to multiply the amount of production you and your team can handle and have time left over to never miss your kid's baseball games. -Fill your pipeline with so many sales opportunities that you never have to wonder where your next client will come from. -Instill the systems needed to achieve and maintain the level of success that you know you deserve.

Optimization Methods in Finance

Author : Gerard Cornuejols
Publisher : Cambridge University Press
ISBN 13 : 9780521861700
Total Pages : 358 pages
Book Rating : 4.8/5 (617 download)

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Book Synopsis Optimization Methods in Finance by : Gerard Cornuejols

Download or read book Optimization Methods in Finance written by Gerard Cornuejols and published by Cambridge University Press. This book was released on 2006-12-21 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt: Optimization models play an increasingly important role in financial decisions. This is the first textbook devoted to explaining how recent advances in optimization models, methods and software can be applied to solve problems in computational finance more efficiently and accurately. Chapters discussing the theory and efficient solution methods for all major classes of optimization problems alternate with chapters illustrating their use in modeling problems of mathematical finance. The reader is guided through topics such as volatility estimation, portfolio optimization problems and constructing an index fund, using techniques such as nonlinear optimization models, quadratic programming formulations and integer programming models respectively. The book is based on Master's courses in financial engineering and comes with worked examples, exercises and case studies. It will be welcomed by applied mathematicians, operational researchers and others who work in mathematical and computational finance and who are seeking a text for self-learning or for use with courses.

Marketing Online Strategies

Author : Charles & Linda Musselwhite
Publisher : Lulu.com
ISBN 13 : 0692291717
Total Pages : 115 pages
Book Rating : 4.6/5 (922 download)

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Book Synopsis Marketing Online Strategies by : Charles & Linda Musselwhite

Download or read book Marketing Online Strategies written by Charles & Linda Musselwhite and published by Lulu.com. This book was released on 2016-11-13 with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt: Having a strong digital presence is critical for insurance agencies today! And with the seemingly endless number of marketing companies espousing their strategies, and tactics where do you start? The 7 Pillars of Digital Marketing for Insurance Agencies is the answer to increasing and improving your online visibility. This book is a reference tool to deliberately and intentionally get found by more customers. The 7 Pillars of Digital Marketing for Insurance Agencies Website Content Email Online Ads Video Social Media Reviews / Testimonials These are the foundational components to robust digital marketing strategy. Today most folks looking for insurance services and/or products rarely (if ever) open up the yellow pages to find someone to help them with their needs. Instead, these folks ask their friends, coworkers, and family members but it doesn't stop there. After they learn about who you are, they're going to look you up online. Will they find you? If you're not on the first page of Google, Bing, or Yahoo search you may never be found and may never be called by those searching for your insurance products and services! While the 7 Pillars can be implemented independently they are most effective when you take a continuous cross channel promotion approach. When reading the 7 Pillars of Digital marketing you will gain insight on valuable marketing topics like: On Page Search Engine Optimization Title Tags Meta Descriptions Heading Tags Internal Links External Links Broken Links Image Alt Tags Keywords The Importance of Mobile Optimization Creating Content Calls to Action Lead Magnets Duplicate Content Problems Creating Email Campaigns Managing Your Email List The Five Phases of Email Marketing Why and How to Use Online Ads Video Creation Tools Video Platforms and a lot more... BONUSES Every chapter closes with free resources to download and use that will support you in your online marketing efforts.

Optimization Modeling with Spreadsheets

Author : Kenneth R. Baker
Publisher : John Wiley & Sons
ISBN 13 : 1118008979
Total Pages : 431 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Optimization Modeling with Spreadsheets by : Kenneth R. Baker

Download or read book Optimization Modeling with Spreadsheets written by Kenneth R. Baker and published by John Wiley & Sons. This book was released on 2012-01-10 with total page 431 pages. Available in PDF, EPUB and Kindle. Book excerpt: Reflects the latest applied research and features state-of-the-art software for building and solving spreadsheet optimization models Thoroughly updated to reflect the latest topical and technical advances in the field, Optimization Modeling with Spreadsheets, Second Edition continues to focus on solving real-world optimization problems through the creation of mathematical models and the use of spreadsheets to represent and analyze those models. Developed and extensively classroom-tested by the author, the book features a systematic approach that equips readers with the skills to apply optimization tools effectively without the need to rely on specialized algorithms. This new edition uses the powerful software package Risk Solver Platform (RSP) for optimization, including its Evolutionary Solver, which employs many recently developed ideas for heuristic programming. The author provides expanded coverage of integer programming and discusses linear and nonlinear programming using a systematic approach that emphasizes the use of spreadsheet-based optimization tools. The Second Edition also features: Classifications for the various problem types, providing the reader with a broad framework for building and recognizing optimization models Network models that allow for a more general form of mass balance A systematic introduction to Data Envelopment Analysis (DEA) The identification of qualitative patterns in order to meaningfully interpret linear programming solutions An introduction to stochastic programming and the use of RSP to solve problems of this type Additional examples, exercises, and cases have been included throughout, allowing readers to test their comprehension of the material. In addition, a related website features Microsoft Office® Excel files to accompany the figures and data sets in the book. With its accessible and comprehensive presentation, Optimization Modeling with Spreadsheets, Second Edition is an excellent book for courses on deterministic models, optimization, and spreadsheet modeling at the upper-undergraduate and graduate levels. The book can also serve as a reference for researchers, practitioners, and consultants working in business, engineering, operations research, and management science.

Marketing Ideas For Insurance Agents

Author : Ehsan Zarei
Publisher : DMA4U
ISBN 13 :
Total Pages : 254 pages
Book Rating : 4./5 ( download)

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Book Synopsis Marketing Ideas For Insurance Agents by : Ehsan Zarei

Download or read book Marketing Ideas For Insurance Agents written by Ehsan Zarei and published by DMA4U. This book was released on with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you looking for a complete guide to insurance agent marketing? Your search ends here with this comprehensive book! This book offers 17 unique marketing strategies to help you succeed, providing an abundance of tips, tricks, ideas, and examples. Real-world ad copy examples are included for each marketing strategy, making it a powerful tool to re-imagine, think out of the box, see new possibilities, or even simply use the same ad copy samples to get started faster. You may have known a marketing strategy before, but when you have multiple ad copy examples about the same marketing strategy, it will open up your eyes to new ways that it can be done. This comprehensive guide offers a unique opportunity to generate fresh and innovative ideas, elevating your insurance agent marketing to the next level, with insights that only a marketing expert could provide. Whether you're a professional or just getting started, this book is the perfect resource to take your insurance agent marketing to the next level.

Optimization in Operations Research

Author : Ronald L. Rardin
Publisher : Prentice Hall
ISBN 13 : 9780132858113
Total Pages : 936 pages
Book Rating : 4.8/5 (581 download)

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Book Synopsis Optimization in Operations Research by : Ronald L. Rardin

Download or read book Optimization in Operations Research written by Ronald L. Rardin and published by Prentice Hall. This book was released on 2014-01-01 with total page 936 pages. Available in PDF, EPUB and Kindle. Book excerpt: For first courses in operations research, operations management Optimization in Operations Research, Second Edition covers a broad range of optimization techniques, including linear programming, network flows, integer/combinational optimization, and nonlinear programming. This dynamic text emphasizes the importance of modeling and problem formulation andhow to apply algorithms to real-world problems to arrive at optimal solutions. Use a program that presents a better teaching and learning experience-for you and your students. Prepare students for real-world problems: Students learn how to apply algorithms to problems that get them ready for their field. Use strong pedagogy tools to teach: Key concepts are easy to follow with the text's clear and continually reinforced learning path. Enjoy the text's flexibility: The text features varying amounts of coverage, so that instructors can choose how in-depth they want to go into different topics.

Moral Hazard in Health Insurance

Author : Amy Finkelstein
Publisher : Columbia University Press
ISBN 13 : 0231538685
Total Pages : 161 pages
Book Rating : 4.2/5 (315 download)

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Book Synopsis Moral Hazard in Health Insurance by : Amy Finkelstein

Download or read book Moral Hazard in Health Insurance written by Amy Finkelstein and published by Columbia University Press. This book was released on 2014-12-02 with total page 161 pages. Available in PDF, EPUB and Kindle. Book excerpt: Addressing the challenge of covering heath care expenses—while minimizing economic risks. Moral hazard—the tendency to change behavior when the cost of that behavior will be borne by others—is a particularly tricky question when considering health care. Kenneth J. Arrow’s seminal 1963 paper on this topic (included in this volume) was one of the first to explore the implication of moral hazard for health care, and Amy Finkelstein—recognized as one of the world’s foremost experts on the topic—here examines this issue in the context of contemporary American health care policy. Drawing on research from both the original RAND Health Insurance Experiment and her own research, including a 2008 Health Insurance Experiment in Oregon, Finkelstein presents compelling evidence that health insurance does indeed affect medical spending and encourages policy solutions that acknowledge and account for this. The volume also features commentaries and insights from other renowned economists, including an introduction by Joseph P. Newhouse that provides context for the discussion, a commentary from Jonathan Gruber that considers provider-side moral hazard, and reflections from Joseph E. Stiglitz and Kenneth J. Arrow. “Reads like a fireside chat among a group of distinguished, articulate health economists.” —Choice

Can't Even

Author : Anne Helen Petersen
Publisher : Mariner Books
ISBN 13 : 0358561841
Total Pages : 321 pages
Book Rating : 4.3/5 (585 download)

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Book Synopsis Can't Even by : Anne Helen Petersen

Download or read book Can't Even written by Anne Helen Petersen and published by Mariner Books. This book was released on 2021-05-04 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: An incendiary examination of burnout in millennials--the cultural shifts that got us here, the pressures that sustain it, and the need for drastic change

Insurance Agency 4.0

Author : Matt Masiello
Publisher :
ISBN 13 : 9781647465223
Total Pages : 136 pages
Book Rating : 4.4/5 (652 download)

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Book Synopsis Insurance Agency 4.0 by : Matt Masiello

Download or read book Insurance Agency 4.0 written by Matt Masiello and published by . This book was released on 2020-11 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Prepare for the Future Develop Your Digital Road Map Increase Profit, Scalability, and Time We are currently in the Fourth Industrial Revolution, where digital capabilities are providing velocity to all prior developments. This includes the insurance industry and independent insurance agents. Do you have a digital strategy? The insurance industry and independent insurance agencies have been slow to adapt to change, but change is here. Insurance Agency 4.0 brings together the digital evolution of insurance agencies and presents a wholistic view of the future agency. Main Street staples like bookstores, travel agents, and music stores have been disintermediated and their products moved online and into self-service; but insurance's complex nature has kept the local insurance agent viable. However, consumers are becoming better educated, price wars blast across all advertising, and people expect the same digital experiences across all parts of their lives, including with their insurance agent. Insurance Agency 4.0 will help agency owners and managers develop a custom path to modernize their business strategy relative to their people, marketing, operations, service, and sales while developing a practical approach to: - Discover and Analyze Your Starting Point - Develop Your Strengths, Weaknesses, Opportunities, and Threats - Build and Execute Your Customized Strategic Digital Plan

The Challenger Sale

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 240 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis The Challenger Sale by : Matthew Dixon

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.