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Target Marketing...Why Does It Work For Some But Not For Others?
Since February of 2008 I have been teaching my Target Marketing Seminar to agencies all over the country. Many agencies and producers have embraced the concept and have had great success in a relatively short period of time. For example, one of my attendees developed a program for a 12 state association in less than 6 months, another producer wrote 8 new accounts in 6 weeks, and another received the endorsement of a 1500 member state wide association. There are many other success stories in addition to these three.
The question is why haven’t all of the agencies that have taken my class produced a target marketing program? The reason is simple; agency management and producers do not follow up with what they have learned. Putting the information in the drawer and then going about business as usual does not put a program on the books. If you and your producers do just a few of the items I teach you will reach the goal of “having more people calling you than you calling them.” Agents spend countless amounts of time cold calling accounts that they have no chance of writing; and they never become an expert in any class of business. Why not spend the same amount of time calling people in an industry group where you are the recognized insurance expert for that industry?
As you know I wrote the insurance for 500 floor covering dealers in California, not because I was a better agent than anyone else, but because that industry recognized me as the person that understood their business and could solve their problems.
If your agency has not been successful in creating a target marketing program or receiving an association endorsement maybe its time to allow me to assist you and your producers accomplishing this goal. Please give me a call at: 714 813-3221
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