Last month I challenged your thinking by telling you about some of my own non-traditional sales activities that you can do with your present book of business — i.e., “inside” activities.
In this month's article, we'll take a look at “outside” activities, or those that reach beyond the internal structure of your agency.
For example: Some of my agency's greatest revenue opportunities came from the insurance companies we represented. I'm not talking about commissions or profit-sharing or contingencies, but about different ways of working with these companies for our mutual benefit.
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