Run Time: 26:10
in On Point, Podcasts

Diversity & Customer Touches

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If you own a retail agency, listen as agency owner Bob Klinger outlines an intentional, systematic, modern approach to marketing and selling to diverse small commercial businesses, such as Korean-owned dry cleaners. The DC area-based agency works hard to build referrals from diverse centers of influence. And Klinger's customer touches (emails, texts, video and calls) amount to as many as 24 per year, which is rare in the personal and small commercial lines space. For new customers, the initial onboarding process "is so powerful," Bob says. You'll learn a lot from Bob's insight, as he also recently assumed volunteer leadership of the American Insurance Marketing & Sales Society, or AIMS.

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