In this regard, it is important for the agency to have a tentative marketing plan while searching for that company. (You'll need it as part of your presentation to the company anyway!) Armed with your own marketing plan, you are now ready to secure from the prospective company on the following items:
- Personal lines
- Commercial lines
- Life, Health & Accident
- Specialty Markets
FUTURE COMPANY DIRECTION
As you are asking questions and obtaining the information necessary to make a final decision, it is important to inquire of company personnel concerning future direction. If a company is interested in making any appointments, they are very interested in a long-term relationship.
To this end they will not only readily give you information concerning the direction of their company, but also they will want to know the same from you. As you get serious about a company, don't be hesitant to call the company's Home Office and ask these questions of high-ranking corporate officers.
Your questions should be in the area of:
- Future growth
- Preferred agency programs
- New products
- New emphasis on existing product
Fries & Fries Consulting has developed a manual/workbook that is designed to take an agent through the step-by-step process necessary to secure a company appointment. If you are interested in the manual/workbook, “Securing A Company Appointment,” you may order a copy at: http://www.jackfries.com/product.htm
Jack Fries has over 46 years of experience with both companies and insurance agencies. Fries & Fries Consulting is an automation, sales and management consulting firm aimed at improving agency profitability and customer service by implementing "Non-optional" procedures designed to also eliminate exposure to errors and omissions losses. In this capacity he has trained personnel in over 500 agencies.
Jack is an approved Errors and Omissions auditor for all major insurers.
Jack has authored several manuals including: Workflow Procedures Manual, Operations Manual & Employee Handbook, The CSR Manual and The Agency Business Planning Guide.
Fries & Fries Consulting
151 S. Locust Hill Drive
Lexington, KY 40517
Phone: (859) 317-9094
The views, opinions, positions or strategies expressed by the authors and those providing comments are theirs alone, and do not necessarily reflect the views, opinions, positions or strategies of AgencyEquity.com.