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ethIcstrAInInGAVAILAbLeAtIIAWVAnnuALconVentIoncontinuedfromPAge2FIVeIdeAsForkeepInGcustoMersForLIFecontinuedfromPAge13insurancebenetsoperationsformembersoftheAssociation.PriortojoiningtheIIANCstaffStuartwastheownerofThePowellAgencyInc.ofReidsvilleNCafamilyagencywhoserootscanbetracedbacktothe1890x19s.x1cEthicsandBusinessIsThisanOxymoronx1dwillbeofferedbeginningat100pmonSundayOctober72012asapartofthe112thIIAWVAnnualConvention.TheconventionwillbeheldattheResortatGladeSpringsinDanielsWestVirginia.FormoreinformationonandtoregisterfortheIIAWVAnnualConventionvisittheIIAWVwebsiteatwww.iiawv.orgorcalltheIIAWVofx13ceat800-274-4298.2Keepcommunicax1cing.Whilesomepeoplerequiremorecommunicationthanothersyouwanttoreachouttopeopleonaregularbasis.ThisincludessendingatleastthreecardstoeveryoneyoudobusinesswithaBirthdayCardHolidayCardandAnniversaryCardonthedateyoustarteddoingbusinesswiththem.Youalsowanttohaveyoure-mailcustomersonane-maillistthatyousendsomethingofvaluetoonceamonth.Thetitleshouldmakethecontentobvioustotherecipient.Inadditionyoushouldtalktoeachclientonthephoneaminimumofonceortwiceayearandmeetwiththeminpersonatleastonceayeartoreviewtheircoverageandndoutifanythinghaschangedthatmightaffecttheircoverage.Anoteonyourcardsmakesuretheyarepersonallysignedbyyouinblueink.Betteryethandwriteapersonalnote.Ifyoudonx19thavegoodhandwritingyoucanhavethenoteprintedbutmakesureyoustillsignitnomatterwhatyoursignaturelookslike.Everyonefromteenagerstocentenariansappreciatesahand-writtennote.3Personax15izex1cherex15ax1cionshipandax15waysseekx1cobuix15dandsx1crengx1chenix1c.Youwanttotakeapersonalinterestincustomers.WherearetheyfromwheredidtheygotoschoolwhatinterestsdotheyhavedotheyhavekidsgrandkidsaretheymarriedWhatactivitiesarethepeopleintheirlivesinvolvedinOnceyouhavethisinformationshowinterestiswhatmakeseachcustomerunique.Askaboutchildrengrandchildrentheirpersonalinterestsandthelike.Alsoaskcustomersfortheirpersonalpreferencesanddobusinesswiththemaccordingtothosepreferences.Forexampledopeopleprefere-mailorhardcopyAretheyokayreceivingtheirrenewalinthemailorwouldtheyratheryoudeliveritpersonallyYestheseareextrastepsbuttheyareextrastepsthatyourcompetitionismorethanlikelynottaking.Ultimatelyyouwanttomovecustomersfromacquaintancestofriendstogoodfriends.Thebetterrelationshipyouhavewithacustomerthemorelikelytheyaretostaywithyou.Ifallyourcustomersaregoodfriendsandyoutakegoodcareofthemtheywillstaywithyou.4lex1cx1chemknowyouappreciax1cex1cheirbusinessandx1chax1cyoudonx19x1cx1cakex1chemforgranx1ced.Thankcustomersfortheirbusinessonacontinualbasis.Youshouldbesayingx1cThankyouforyourbusinessIreallyappreciateitx1dandorx1cThankyouforbeingacustomerx1dduringphonecallsandin-personmeetings.Youdonx19thavetomentionthisintheBirthdayandHolidayCardsyousendoutbutyoudowanttomentionitintheAnniversaryCardasthatisthemainfocus.TheprimaryobjectiveoftheHolidayandBirthdaycardsistoaddapersonaltouch.thebox1cx1comx15ineTreatcustomersrightbymakingthemaprioritytakingapersonalinterestinthemandbylettingthemknowthatyouappreciateandcareaboutthem.page15APublicationofIndependentInsuranceAgentsofWVAdvertiseintheTx15Wx15x1btVx17x1ax16x17x18x17x14ix18x1bx1dx1ax19x1ainDePenDenx10insuranCeagenx10sofWesx10VirginiainC.179SummersStreetSuite321CharlestonWV25301MAILINGADDRESSP.O.Box1226CharlestonWV25324P304342-2440TF800274-4298F304344-4492IndependentInsuranceAgentsofWestVirginiaInc.Callusat304342-2440ByJohnChapin