Category Archives: Sales & Marketing

IIAT Matchmaker: A Free M&A Service for IIAT Members

Agency buyers continue to outnumber sellers, which is good news for any IIAT members looking to sell. IIAT Matchmaker is a free service for IIAT members who want to source suitors without prematurely alerting employees, customers or carriers. Here is a … Continue reading

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From Charismatic Persuader to Knowledge Broker: The Evolving World of Sales

Today’s successful sales professional can no longer expect to show up, fill the room with personality, and win based on a persuasive presentation of features and benefits. The accelerated rate of change in the sales environment is evident in both … Continue reading

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Big ‘I’ Chairman Highlights Big ‘I’ Markets Access

Spencer Houldin, Big “I” chairman, appeared in Insurance Journal this week in the article, “As Agents’ Needs Change and Startups Emerge, Big ‘I’ Looks to Remain Relevant.” In the interview, Houldin discusses where the industry is headed and the role … Continue reading

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Bringing Nonsubscribers into the Texas Workers’ Compensation System with Captive Insurance

By S. Lance McNeel, CPCU, ARM Capstone Associated Services, Ltd. What is the Texas Nonsubscriber Option? There has been much discussion in recent times on the topic of workers’ compensation opt-out statutes making their way through state legislatures. Our good … Continue reading

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In Selling, Seek First to Understand

This most important commandment of good salesmanship often goes unheeded. A common sales sin of an inexperienced salesperson is to immediately begin rattling off “unique” features of his or her products and services. Unfortunately, what’s considered unique is usually standard … Continue reading

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The Advantages of a Team-Selling Approach: If It’s Good Enough for Hyenas…

  What do hyenas, lions, wolves and coyotes have in common? All of these successful predators, when hunting large prey, hunt in teams. Are you missing out on the benefit of team selling? Selling to larger, more complex accounts often … Continue reading

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The Less Obvious Benefits of a TrustedChoice.com Advantage Subscription: Carrier Voice

TrustedChoice.com just finished 2016 with 4.2 million visitors to the website, and 101,000 referrals to members of the Big “I” nationwide. Increased traffic and referrals are the most visible benefits that accrue to Big “I” members, but there are other benefits … Continue reading

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Don’t Miss Out on Sales Opportunities: Ensure Your Agency’s Contact Data is Correct

One of the most valuable resources your agency owns is customer data. When you want to reach out to your customers and prospects, it is critical to have current contact data. IIAT and the Big “I” have the same needs, … Continue reading

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Mitigate E&O Risks When Using Social Media

There are more than 185 million Facebook users in the United States and 50 million businesses using Facebook as a means of marketing and interaction. People routinely conduct business by sending Facebook messages, Twitter direct messages, or text messages. Indeed, … Continue reading

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Trusted Choice® Rolls Out The Power of 30 Seconds™

The first 30 seconds of any inbound sales call set the tone for the entire customer experience. In that short time agencies can either earn valuable new business or develop an unfavorable view among potential clients. Trusted Choice is aiming … Continue reading

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