Preston Diamond's Insurance Sales Tips

Your strongest competitor is not an agent or direct writing company. Nope. It is clutter.

Until you can get past the clutter in the buyer’s mind, you “ain’t got nothing.”

Thanks to Terry for reminding me about an insurance agency I had great respect for. Respect because they never seemed to be behind, always organized and able to complete their plan, which included daily marketing.

Agency principal John attributed success to white boards integrated with great discipline. However, he vowed the white boards created the discipline.

The plan brilliance is in its simplicity. “In sight, in mind, in business,” was John’s mantra, so department white boards, not automation was the source. (John was way before automation)

John positioned a white board in each department, including reception. Each department writes its 10 (or less) current goals on the board. Nothing worldly here.

Now the discipline and brilliance manifests itself. Most agents are hunters, always looking for something new such as subscribing (free or paid) to a multitude of trade journals and other magazines, or attending seminars, conventions, designation events, and more.

John knew to be hugely successful he couldn’t continue to chase new. New at the wrong time was a disruptive calamity. Now John wasn’t stupid. He kept a master list on his oversized white board…hidden on the reverse of a door in his office closet.

Each department manager worked the events listed on their white boards. Complete an event, celebrate success, and touch-base with John to obtain new events to add.

Gather the department together and brainstorm which on the list John provided would benefit clients the most. That normally would be the added to the list.

It was as though the outside world didn’t exist. Walk in to John’s shop and experience an organized, stress free, high-powered, client centered insurance agency.

Step back. Nothing is 100%. Sure continuing ed was necessary. An item on the list triggered which CE to take.

An agent’s association meeting with a program that focused on a list item, agency folks attended.

If something new and powerful to help clients or the agency popped up, just notify John to add to his list.

It’s easy to fill in the blanks. Department folks were responsible for white board content. Items were removed before completion. Manager of departments distributed the work.

Regardless of your size, think it through. What’s old just might be cure your client service woes and let you market daily.

“If you can see John Smith through John Smith’s eyes, you’ll sell John Smith what John Smith buys.”

Never present until “you know John Smith and John Smith knows you.”

An insurance sales example… a producer lost a $22,000 revenue account that he purchased in an agency sale because he visited a plumber in his Mercedes wearing a $500+ suit.

The plumber’s perception was the new agent would “charge more.” (A story the plumber shared with me)

Your job consists of only two things: Help employers make or save money.

Moreover, it doesn’t have to be related to insurance. Without violating confidences, share ideas among clients that help them run their business better.

Each October, Shrink to Greatness. Enjoy a “Fire Harold” party.

Harold is that client that agency team members want to fire as a client. Each agency team member writes down five clients they prefer not to service in the coming year.

Gather together and management must convince team members why “Harold” should remain a client for the coming year.

It’s not about your wallet. It’s about your clients.

Does your intent on each visit show that? Are you transparent about everything you do? Does each client know and understand that? List the ways you create that “it’s their wallet atmosphere.”

Example: If you quote, (ugh) do you show each quote you receive with suggestions? Do you suggest ways to reduce costs…IE: profit leaks?