How much is a single customer worth to you? Is retention as important as generating new leads? To answer these questions you need to consider the lifetime value of your clients. To determine Customer Lifetime Value means to calculate how much profit you can expect from a single client over their lifetime. Granted, there is…

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Competition within the insurance industry is fierce. There are over 150 different general insurance companies listed by Wikipedia. Each of those companies employs tens of thousands independent agents. Allstate, alone, lists over 15,000 agents. So, how do you stand out from the crowd? The best way to set yourself apart is to determine your value…

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What do we mean by vertical marketing?  Visualize your marketing model as the root system beneath a tree. The trunk is the broad category of your industry, which then gets subdivided into narrower branches. These branches might be your specific services or product categories. For each branch, you have an ideal customer. Vertical marketing targets these…

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Last year I wrote about the importance of Account Rounding to increase insurance revenues. Since then we have continued to refine this idea of account rounding and have learned valuable information on how you can use account rounding to increase your business.  To help you understand how this tactic can work for you, here are…

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When it comes to increasing insurance revenues, make sure you pick the “lowest hanging fruit” first.  The perfect opportunity exists to cross-sell or up-sell your present customers. All you need to do is implement a tactic called account rounding. What is account rounding? It’s one of the most effective, but underutilized sales and marketing tactics…

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