While the primary foundation for agents' and brokers' revenue growth is the production of new business and retention of existing clients — one policy and one total account customer at a time — there are nontraditional ways to drive revenue with significantly larger chunks of business. You must be ready to think outside the box and be creative.
To do this, you have to be willing to take risks and understand that you will fail many more times than you will succeed. The occasional wins are worth the effort. After all, a baseball player who hits 3 out of 10 can become a multimillionaire. Nobody cares about the 70% of the opportunities he missed.
I hope to stimulate your creative thinking by sharing some of my nontraditional sales activities. I'll present you with two types of activities: "inside" and "outside." Inside activities are ones you can begin to do now because they're based on your present book of business. Outside activities reach beyond the agency. We'll look at those next month. Where will your own creativity take you?
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