Preston Diamond's Insurance Sales Tipstag:,2007:/82007-01-10T13:01:02ZMovable Type 3.33Post Visit Taskstag:www.prestondiamond.com,2007://8.3102007-01-10T13:00:34Z2007-01-10T13:01:02ZAfter a potential client visit, the producer should either: Handwrite a short note reinforcing the opportunity to work together or… Write a letter confirming their understanding of the meeting and future steps with a timeline. About 6 days later, the...Kevin Ring
Handwrite a short note reinforcing the opportunity to work together or…
Write a letter confirming their understanding of the meeting and future steps with a timeline.
About 6 days later, the potential client receives a letter from an agency principal.
In about 8 days, the next touch is from the account manager.
All of this is set up by the producer laying out the timeline when he/she will come back to present.
You miss the opportunity to be hired because there is no contact between the first visit and presentation time…often 30 or more days. (If there is contact, it is typically to gather additional information…a time waster in the buyer’s mind.)
That also plants the seed in the potential client’s mind the producer didn’t do a complete job during the initial information gathering stage. (The buyer may think, “Will it be any better if that person is my insurance agent?”)
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Your Biggest Competitortag:www.prestondiamond.com,2007://8.3092007-01-09T13:00:34Z2007-01-09T14:01:02ZWho is your biggest competitor? It’s mind trash. It is all the things your buyer must contend with. The buyer only has so much mind share you can buy. That’s why your first few minutes are so critical. It must...Kevin Ring
Who is your biggest competitor?
It’s mind trash. It is all the things your buyer must contend with.
The buyer only has so much mind share you can buy. That’s why your first few minutes are so critical. It must exactly be the buyer’s hot button.
Moreover, you know what that is if you listened well during the pre-presentation visits.
Comparisonstag:www.prestondiamond.com,2007://8.3082007-01-08T13:00:06Z2007-01-08T13:03:05ZThe mind thinks in comparisons. As you present, your potential client is subconsciously comparing you to all the other presentation they have experienced. Therefore, you must provide an experience, not just a presentation....Kevin Ring
The mind thinks in comparisons.
As you present, your potential client is subconsciously comparing you to all the other presentation they have experienced.
Therefore, you must provide an experience, not just a presentation.
Briefcasetag:www.prestondiamond.com,2007://8.3072007-01-05T13:00:45Z2007-01-05T13:01:02ZIf you must carry a briefcase, carry the slimmest one you can. It’s for the same reason as the last tip....Kevin Ring
If you must carry a briefcase, carry the slimmest one you can. It’s for the same reason as the last tip.
Long Proposal? Shorten it.tag:www.prestondiamond.com,2007://8.3062007-01-04T13:00:27Z2007-01-04T13:01:01ZIf you use a printed proposal, print it front to back. Long proposals intimidate most buyers. Which makes the best impression…a 40-page proposal printed on one side, or a 40 page proposal printed front to back? Remember perception sells....Kevin Ring
If you use a printed proposal, print it front to back.
Long proposals intimidate most buyers.
Which makes the best impression…a 40-page proposal printed on one side, or a 40 page proposal printed front to back?
Remember perception sells.
Moving?tag:www.prestondiamond.com,2007://8.3052007-01-03T13:00:11Z2007-01-03T13:01:01ZAre you thinking of moving your office? Even if you are not, maybe you should. Does it not make sense to locate where the business you want to write is located? An agency moved to a large industrial park. Each...Kevin Ring
Are you thinking of moving your office? Even if you are not, maybe you should.
Does it not make sense to locate where the business you want to write is located?
An agency moved to a large industrial park. Each morning the producers visited the coffee shops in the park. They started seeing the same people.
They reduced travel time dramatically. They could even walk to many prospects, saving money, getting exercise and reducing stress. Well, you get the idea.
Hire or Fire?tag:www.prestondiamond.com,2007://8.3032007-01-02T13:00:54Z2007-01-02T13:01:01ZWhen you think you have the need to add an additional account manger or one quits or you “career adjust” an account manager, stop and consider firing 100 clients instead of hiring an additional person or replacement. Which is less...Kevin Ring
When you think you have the need to add an additional account manger or one quits or you “career adjust” an account manager, stop and consider firing 100 clients instead of hiring an additional person or replacement.
Which is less costly and more uplifting to the staff? When you rebuild your book with 100 new clients you would rather insure, then it may be time to hire.
Happy New Yeartag:www.prestondiamond.com,2007://8.3042007-01-01T13:00:15Z2007-01-01T13:01:01ZMake it your most profitable ever!...Kevin Ring
Make it your most profitable ever!
Signingtag:www.prestondiamond.com,2006://8.3022006-12-29T13:08:12Z2006-12-29T14:01:02ZAsk your new client to “write your name here.” Don’t use the word sign....Kevin Ring
Ask your new client to “write your name here.”
Don’t use the word sign.
Hire a Chauffeurtag:www.prestondiamond.com,2006://8.3012006-12-28T13:00:48Z2006-12-28T13:01:02ZDo you want to increase your production meteorically? Hire a chauffeur. Close your eyes and think about it. If you are in a metropolitan area, don’t even think about it, try it for 30 days. How much more work will...Kevin Ring
Do you want to increase your production meteorically? Hire a chauffeur. Close your eyes and think about it.
If you are in a metropolitan area, don’t even think about it, try it for 30 days.
How much more work will you accomplish?
How many more clients and potential clients might you see?
An ugly incident forced a good producer into it. Without a driver’s license, he had no choice.
He experienced a sales year beyond imagination while living a stress free business life. (The incident was haunting…that didn’t go away)
Loyaltytag:www.prestondiamond.com,2006://8.3002006-12-27T13:00:19Z2006-12-27T13:01:02ZYou only need one question to test the loyalty of your clients: “Would you refer a business associate to our agency?” If the person you are asking hesitates, ouch, you know the answer....Kevin Ring
You only need one question to test the loyalty of your clients: “Would you refer a business associate to our agency?”
If the person you are asking hesitates, ouch, you know the answer.
Honor Your Best Clientstag:www.prestondiamond.com,2006://8.2992006-12-26T13:00:29Z2006-12-26T13:01:02ZHonor clients who implement processes that make them a better insurance risk with a lasting memento such as a plaque. Be sure to highlight the event with a press release and notice to your prospects. (Include with the notice to...Kevin Ring
Honor clients who implement processes that make them a better insurance risk with a lasting memento such as a plaque.
Be sure to highlight the event with a press release and notice to your prospects. (Include with the notice to prospects a letter from the client)
Policy Booktag:www.prestondiamond.com,2006://8.2982006-12-25T13:00:46Z2006-12-25T13:01:02ZEven though the insurance company mails the policy directly to your client, deliver your summary of insurance. Take along an appropriate business book or business CD book that will help your client manage, market or sell. Be sure you’ve read...Kevin Ring
Even though the insurance company mails the policy directly to your client, deliver your summary of insurance.
Take along an appropriate business book or business CD book that will help your client manage, market or sell.
Be sure you’ve read the book…make it personal by highlighting various sections.
Writing Letterstag:www.prestondiamond.com,2006://8.2972006-12-22T13:00:15Z2006-12-22T13:01:02ZSpeaking of words on paper…Check to confirm paragraphs are no longer than 7 lines and sentences no longer than 22 words. Your first sentence must urge reading more…your first paragraph must capture and your last paragraph must WOW. To urge...Kevin Ring
Speaking of words on paper…Check to confirm paragraphs are no longer than 7 lines and sentences no longer than 22 words.
Your first sentence must urge reading more…your first paragraph must capture and your last paragraph must WOW. To urge continued reading, use bullets and bolding. (Just not so much it becomes clutter.)
You may use the Johnson Box…a few bolded words above your salutation.
The Wall Street Journal of Writing suggests starting a letter as one talks…
Don’t use, "Dear Jim". Instead, start, “Confirming our conversation of Tuesday, Jim,"
Use Jim’s name in the first sentence…
Listening Vs. Readingtag:www.prestondiamond.com,2006://8.2962006-12-21T13:08:57Z2006-12-21T14:01:02ZMore people will listen than read. Integrate your marketing by mailing CD’s and offering audio downloads from your web site. People read 250 words per minute while one can listen to 2500 words per minute. Twenty-five hundred words are about...Kevin Ring
More people will listen than read.
Integrate your marketing by mailing CD’s and offering audio downloads from your web site.
People read 250 words per minute while one can listen to 2500 words per minute. Twenty-five hundred words are about 6 single-spaced typewritten pages.
The obvious leap is that you can provide more intellectual knowledge in the same amount of time.