"Success in Insurance Sales: Beyond the Policies and Premiums"

This book was created for new agents and personal lines agencies who want to grow into commercial lines sales. Included is a step-by-step guide to understanding the components of a valuable book of business, developing your target market, the initial meetings with prospects, building rapport, establishing your value to the prospect, understanding and breaking the relationship with the prospect’s current agent, gathering information for quoting, making a proposal, handling objections, servicing, and E&O issues. All this material is made relatable with my own war stories and personal insights about the inner game of commercial sales.

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