Selling Insurance is job No. 1 at an independent agency. Given this incontrovertible fact, it is surprising that more agents don't have detailed sales plans. Many still sell by the seat of their
pants, hardly a good idea in today's highly
competitive market. At the ClairOdell Group, a large independent agency in suburban Philadelphia,
managing the sales effort is a top priority. As the agency' s vice president of sales and commercial-lines sales manager, I direct a sales force that consists of 25 producers and a number of support people. Our approach to sales is highly structured and is a significant reason for our agency's
success. |