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Many of you have noticed, and commented on, the exciting new changes that The Wedge Group is making. Over the past year we have tested several different products and services to help you, our clients, better utilize the WEDGE Sales Culture. We are proud of our relationship with you and are committed to helping you build success throughout your organization.
One of our most exciting changes is with The Wedge Report and our website. Over the coming months, we will be sharing news, insights, and your experiences with The Wedge in an effort to help all members of the Wedge Sales Culture create differentiation, grow their books of business, and WEDGE-PROOF key accounts from competition. Please share your thoughts on the new format or ideas that you might have for interesting stories.
Another exciting development is the publication of How to Get Your Competition Fired (Without Saying Anything Bad About Them). Published by John Wiley & Sons, this book provides a broader perspective on The Wedge and is the perfect introduction for people unfamiliar with the power of pro-active services selling. It has been available in bookstores everywhere since February 4, 2005; it makes the perfect gift for new employees, friends in other industries, and bosses that just don't get it!
On behalf of the staff, let me express my gratitude to all of you who embrace and support The Wedge Sales Culture. The Wedge Group is dedicated to bringing you the strategies, information, and support you need to create your competitive advantage to win more new clients faster and to reach your financial goals sooner.
Randy Schwantz
President & CEO
The Wedge Group
News from Around the Industry - February 2005
Fourth Quarter Survey Shows Significant Softening in Commercial P/C Market
The Council of Insurance Agents & Brokers' quarterly Commercial Market Index Survey showed a significant softening in pricing during the period between October 1 and December 31, 2004. Read More.
Boomers Buy Into Branding
"(B)randing is an increasingly important driver for sales and distribution in the life, annuity and long term care insurance business," says Michael Hughes, a senior actuarial advisor with Ernst & Young's Chicago office, particularly important in the boomer market. Read More.
MetLife to Acquire Travelers Life for $11.5 Billion
MetLife, Inc. and Citigroup Inc. recently agreed to the sale of Citigroup's Travelers Life & Annuity to MetLife for $11.5 billion. The combination will make MetLife the largest individual life insurer in North America based on sales and increases MetLife's retirement and savings general account assets by almost 60 percent. Read More.
We hope you have enjoyed this month's The Wedge Report. If you have any comments, questions, or story ideas, please don't hesitate to Contact Us. Also, if you know anyone who would like to receive a copy of The Wedge Report, please forward them this copy and suggest they subscribe online.
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USEFUL SALES TIPS:
Growth in a Down Market
This month, The Wedge Report gets insight from Senior Consultant, Larry Kangas.
The Wedge Report asked, "Trends in the market are making it harder for agency leaders to grow business. More importantly, internal forces are RESISTANT to growth, especially in down markets. What can be done?"
Larry Kangas,"The key to growing business in a down market is making sure that the Wedge Sales culture is continually reinforced. In our 'LEADERSHIP - Eliminating Resistance to Growth' workshop we show attendees what to expect during business cycles, how to conduct successful sales meeting, and how to lead an organization through difficult times. After a recent workshop, an attendee commented that '(it was great to learn that) as the boss I don't have to know everything...I simply need to be able to communicate effectively while implementing the Wedge Sales Culture.' The Wedge teaches companies that success is a culture that provides its greatest benefits when the competition is trying to survive."
Larry Kangas
Senior Wedge Training Consultant
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