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Below is a listing of the documents that are available. Simply click on the document title to select that documents. The index is updated on a regular basis.
Browse by topic
Sales management
Tips to build your personal-lines business
Simple strategies to expand your personal-lines business to ensure increased profitability. 3 pages
New business presentations—12 tips for connecting with prospects
A series of tips agents can use to improve their ability to connect with their prospects. 4 pages
Six simple tips for increasing sales and decreasing stress
Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? If so, this kit will give you tips to increase sales and decrease stress. 2 pages
Working with an independent agent
A for-sale piece through PIA Design & Print that outlines the importance of working with an independent agent. 1 page
How can I sell more when I have so much to do?
This resource kit answers this question by focusing on the essential component of the sales process. 2 pages
Seven marketing strategies to let clients know who you are
Seven “must” contacts or opportunities to include in your action plan of communicating with your customers and potential customers. 2 pages
Why have a marketing plan? Minimize mistakes and maximize your potential
Illustrates the importance of having a strategic marketing plan, the components of a successful plan, and depicts nine reasons to plan. 3 pages
Empower your employees to be mini-marketers—why satisfied staff equals free advertising
Discusses the three-fold process of employee empowerment, and how the rewards will not only show in positive press, but also in the agency’s bottom line. 3 pages
Building a referral-driven culture and driving revenues
Illustrates how to effectively utilize staff and generate referrals from networking to build a powerful, referral-driven agency. 3 pages
Improving agency performance—five core coaching skills make the difference
Illustrates the five coaching skills most needed to effectively manage employees and create a high performance work environment. 4 pages
Improving agency performance—new research shows link between ‘energetic profile’ and business success
Provides four steps to increase your agency’s energy level and improve performance. 3 pages
Marketing peace of mind—be part of the solution to teen car crashes
A discussion that provides a “game plan” for agencies to offer supportive programs and educational materials on teen-driving safety while giving you the opportunity to market your products. 3 pages
The cross-marketing value of your service team
Details why fine-tuning your CSRs can be a strong asset to your agency. 2 pages
Cold calling—four cornerstones to a successful initial contact
Discusses the importance of cold calls and how to make them successfully. 4 pages
Build your agency—establish a niche
The reasons to build and secure a specific niche for your agency. 3 pages
The importance of sales meetings
Offers a list of reasons why sales meetings are critical to your success and suggestions for the optimal structure, agenda, and rules for running one. 3 pages
A successful sales meeting
This resource kit provides tips on how to run a successful sales meeting. 2 pages
The power of Pinterest—is your agency using this growing social-media platform?
This resource kit explains how to use Pinterest as a way to connect with clients and prospects based on common interests. 3 pages
Establish key metrics for agency growth before considering business expansion moves
This resource kit offers simple strategies for building your agency’s book of business. 2 pages
Growing your marketing savvy in the digital age—five tips for using social media as a marketing tool
This resource kit discusses the importance of including social media in an agency’s marketing plan. 2 pages
Five steps to hold salespeople accountable
Tips to ensure your salespeople are working toward their fullest potential. 2 pages
Why and how to cold call
Discussion of why cold calling is so important and suggested steps to stay sharp and conquer fear. 2 pages
Leading the sales team to victory
This resource kit outlines four rules to ensure you and your sales team have the best shot at success. 1 page
Stay connected to your community: a four-step process to build a local brand in-person and remotely
This resource kit offers examples of ways you can build your local brand without spending millions. 2 pages
Make five strategic changes to close more sales
Offers five changes to consider that could assist sales professionals in keeping up, staying relevant, and closing more sales. 2 pages
Insurance script showdown: three scripts to make your cross-sell a ‘yes’
This resource kit discusses the importance of cross-selling and offers some sample scripts to assist agents with cross-selling. 2 pages
The art of an insurance promotion
Sometimes the lowest price isn’t the best option, an explanation of bait and switch and other methods of advertising today. 2 pages
Two key character traits of successful producers
Talks about why producers who hold themselves responsible and accountable are so successful. 2 pages
Five reasons why your sales numbers aren’t good
This resource kit offers five reasons why your sales numbers aren’t good and five suggestions for how best to fix them. 2 pages
Insurance renewal cross-selling strategies
Offers suggestions on identifying cross-selling opportunities with your clients. 3 pages
Navigate the hard market—let your marketing campaigns educate and build relationships
Offers strategies to help agents navigate successfully through the current challenging insurance landscape. 4 pages
Do you know the special rules of marketing?
A review of the rules surrounding marketing, rebating, and referrals 3 pages
Looking for a way to sell insurance in a hard market?
This resource kit offers different perspectives on the advantages and disadvantages of selling insurance in a hard market. 2 pages
Boost your agency’s growth—develop a niche
This resource kit discusses how expanding into small commercial lines and choosing the right risks can help you grow your business in the present market. 3 pages
Thinking of nurturing a niche? PIA Northeast members share their unique experiences
Two PIA members discuss how they developed successful niches in their agencies. 4 pages
Spend the right time on the right clients
Kelly Donahue-Piro
How to stand out from other agents regarding sales
A discussion on ways to differentiate yourself from other agents allowing you more time, attention, and business from customers and prospects. 2 pages
Be the agent clients flock toward—establish a niche in the Northeast
Offers a discussion on how independent agency in the PIA Northeast footprint can find success by focusing on niche markets. 3 pages