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Strictly Sales: Have a quantifiable plan to sell new business in 2004

By the time this article goes to press, many of you will have begun the planning process for the new year. I routinely ask people if they have a marketing and business plan and a defined method for selling insurance that can be measured and

By Thomas Barrett | Updated on December 31, 2003

By the time this article goes to press, many of you will have begun the planning process for the new year. I routinely ask people if they have a marketing and business plan and a defined method for selling insurance that can be measured and quantified. The answers are alarming. Only 10% of respondents have business plans, and just 3% have defined marketing and sales plans for new business. In today’s market, carriers demand results from their agents and eliminate the poor performers (as well they should). It is our responsibility as business owners to formulate business plans and communicate those plans to our company partners.

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