Post on 05-Dec-2014
description
Fighting Sales Burn out
Lora UllerichDigital Media Specialist
Lora.Ullerich@coleinformation.com
Session Framework
Session Framework
• Develop a selling system that works.
• Easy & effective way to track your progress.
• Close with five action points to start on today.
Session Framework
• Cole Directory published in 1947.
• Crisscross directory of addresses & phone numbers.
• Invaluable information for a number of industries:• Telemarketing
• Debt collection
• Law enforcement
• Today, web-based lead generation for businesses.
Background
Turn WOM UP!• Create
opportunities for people to learn and talk about you.
System Driven
Insurance systems:
• Create quotes
• Write policies
• Process claims
Real estate systems:
• Create listings
• Advertise
• sell listings
Why? Cause systems work!
• Identify your objective—choose one.
• Create a means to track activities.
• Set aside daily time to implement.
•Measure results.
• Grade yourself objectively.
Unique “Selling” System
• If you do, selling:
• becomes a priority.
• Is no longer a chore.
• Is measurable and objective.
Unique “Selling” System
•Measuring your success allows you to:
• Adjust
• Modify
• Continuously improve results
• Makes you more successful!
Unique “Selling” System
• Who are you going to sell to?
• Up-sell additional products to existing customers.
• Network to find new, receptive prospects. (Referrals)
• Call prospects based on trigger events in their lives.
• Expiration of insurance or life events (age 25, 45, 62)
• Pure cold calling (ugh!)
The Selling System Plan
• Existing customers: • When are you going to contact them? • When you’re thinking about selling them
insurance? (Cold calling)• When they’re thinking about buying insurance?
(Trigger event)• Timing is EVERYTHING!
The Selling System Plan
• Insurance: • Following a claim. • Happy customers are
more receptive. • Prior to a policy renewal. • Customers are receptive
on ways to save money on insurance.
• Real Estate: • Just listed/sold • Neighbors are more
receptive to making the move
The Up-Sell Opportunity
• Recent claim:• I sure am glad we were able to take care
of your recent claim. I’m happy no one was hurt. In reviewing your coverage, I was thinking it may be wise to increase your umbrella liability coverage. For very little money you can get a whole lot of protection. I priced it out and for only $20/month you can get an extra million in coverage.
The Up-Sell Approach
• Upcoming renewal• In reviewing your coverage, I noticed that
we haven’t even had a chance to even quote on your auto policy. Could I send you a quote and see if we could save you some money? By rolling it into your homeowners policy you could save money on both.
The Up-Sell Approach
• Recent claims and recent policy renewals represent outstanding opportunities for up-sell and referral leads.
The Referral Opportunity
One of the ways I grow my business is to ask my customers for their help. Would you consider helping me out? Since we’ve worked hard to take care of your claim/save you money on your policies, I thought you might help by referring me to one of your friends or neighbors to see if I could save them money on their insurance.
The Referral Approach
• Best time to sell is when your prospect is thinking about buying. • Ask prospects when their policy expires.• Many don’t know or if they do won’t tell.
• Use a product that identifies upcoming policy expirations. • www.Colexdates.com
Expiring Policy Opportunity
Hi I’m Lora Ullerich, your local Allstate Agent. I currently insure several other homes in your neighborhood and I would like to see if I could save you money on your insurance. Would it be okay if I sent you a quote? Great, I appreciate the opportunity. If you could just answer a couple of questions I’ll get the quote right over to you.
Expiring Policy Approach
• No need for complicated, expensive contact management software.
• Simple and easy method is a good start. • Software won’t make you successful, it
may help make efficient.
Simplified Sales Tracking
February Claim LeadsClaim Policies Up Sell ReferralDate Client Phone Claim $ Amount Property Auto Power Sport Jewelry Other Result Commission $ Result Phone Ins. Expire Mth
2/1/2011 Bob Smith 402.968.1234 Hail Damage $8,500 X No $0 Mike Jones 402.968.9876 January2/2/2011 Jack Marshall 402.968.5642 Accident $15,400 X Property $700
February Policy Renewal LeadsRenewal Premium Policies Up Sell ReferralDate Client Phone $ Amount Property Auto Power Sport Jewelry Other Result Commission $ Result Phone Ins. Expire Mth
2/15/2011 Jim Jensen 402.968.5615 $5,000 X X
$700 Total commission
Claims & Renewal Leads
First Name Last Name Address City State Zip Phone Purchase Date Purchase Amount Est. Home Value Date Called Offer Result Commission
JAMES MCCRACKEN Removed for privacy OMAHA NE 68118 Removed for privacy 3/21/2010 $225,000 $206,000 2/1/2011 Property Quote $0CHARLOTTE GRAY OMAHA NE 68118 3/21/2010 $305,000 $322,000 2/1/2011 Property Sold $350RICK POSKEVICH OMAHA NE 68118 3/21/2010 $205,000 $178,000
NUSRAT JABEEN OMAHA NE 68118 3/14/2010 $124,000 $126,000
GANESHA BETANABHATLA OMAHA NE 68118 3/7/2010 $274,000 $335,000
JOSHUA BORER OMAHA NE 68118 3/7/2010 $458,000 $576,000
JAMES LONGSHAW OMAHA NE 68118 3/29/2009 $475,000 $432,000
CHAD SHIELDS OMAHA NE 68118 3/22/2009 $169,000 $168,000
TOM DUGGIN OMAHA NE 68118 3/23/2008 $203,000 $201,000
LINDSAY IVERSON OMAHA NE 68118 3/23/2008 $120,000 $115,000
MICHAEL CORRIGAN OMAHA NE 68118 3/23/2008 $650,000 $599,000
JANEL KRUSE OMAHA NE 68118 3/23/2008 $358,000 $407,000
CHRISTOPHER TOTH OMAHA NE 68118 3/23/2008 $311,000 $372,000
Total Commission $350
Expiring Policy Leads
• Identify your objective.• Trigger events (claim, renewal, expiration, or life event).
• Track your activities.• Simple spreadsheets, not complicated software.
• Daily set time to implement plan.• Measure your results.• Grade yourself & assess what is/not working.
5 Action Points
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