Methods for new business Walks in at agents Prospects Cold calls office Existing customers Referrals ( friends, Cross sell relatives Centers of influence, sell to other family members Figure 1 Market segment source developed by the author – Source developed by the author – High premium Medium premium Popular Mass – Premium segment segment
Methods for new business Prospects Cold calls Walks in at agents office Existing customers Cross sell Referrals ( friends, relatives Centers of influence, sell to other family members Figure 1 Market segment source – developed by the author Source – developed by the author High premium Medium premium Premium segment Popular – Mass segment
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