Facts, stats, and numbers are most apt forgotten while stories well told last forever.

So consider any visit without relevant stories as a losing visit.

When your client or prospect hears your same words spouted by other agents, you lose.

your buyers hear many agents talk about saving money, providing solutions, risk management, assessment, etc.

Change the words for positioning and start ahead of your competition.

Your first appointment is your Discovery appointment. From there you create an agreement to continue to see if you are a good business fit or agree right then you appear not to be a good business fit.

Next present the results of your discovery based on the Factors you discover and the Actions you see to address those factors.

You are not talking about presenting or pricing.

You are not using tired insurance terms.

Your main job is to create simple understanding about what you discover, the factors involved and the actions that affects those factors.

Change the conversation to jump start your way to earn the account.

A boring proposal cover page dooms you from the beginning if it doesn’t even urge the buyer to “open your proposal.”

However, when your proposal cover is different, you re creating a mindset the buyer has not experienced. Curiosity, not boredom is now evident. Two cover page examples:

Six Ways to Crush Your Workers’ Compensation Costs

Presented to Royal Flush Plumbing March 15, 2012

The terms and conditions in this presentation are valid until April 1, 2012
+++++++++++++++++++++++++++++++
or if you are presenting an entire account:
+++++++++++++++++++++++++++++++++++++
When you suffer a disaster, would you rather know what the insurance company will write their check for or what you will have to write your check for?

Presented to Royal Flush Plumbing March 15, 2012

The terms and conditions in this presentation are valid until April 1, 2012
+++++++++++++++++++++++++++++++++++
Give it a shot. See how your prospect reacts. You have just changed the game of insurance.

A Wharton School of Business study finds you have a 21% better chance of making the sale
when you stand to present. You’re deemed more professional, command better respect, and are
considered to be more of an expert.

How to make it easy? Present on a flip chart. Yup. Unless you are presenting to a large crowd, which is rarely the case, a flip chart offers all sorts of advantages.

1. You’re forced to stand
2. Your prospects must stay with you…no jumping ahead to find price.
3. You are forced to be more prepared (always a good thing)
4. You can get your prospects out of their chair to write on the flip chart. Ask them to restate the three top things they want in their insurance program.
5. You can write and draw as you talk, making it more personal and attracting even more attention.
6. You certainly can have much already complete on the flip chart.

It’s simple, just not easy. It does take practice to present using a flip chart. However, it is extremely effective. It set you apart…and is memorable. Even in this hi-tech world.

Create a scrapbook that “sells your agency”

…Included in your scrapbook:

1. Video testimonials…while this can’t go in your scrapbook ask clients for a short (two minute max) video testimonial sharing their experiences with your agency. This is today’s powerful persuasive weapon.
2. At least 100 current (last 2-3 years new) written testimonials with client’s picture0/logo.
3. Copies of claim drafts paid to your clients. Ask your companies for copies. What better proves you turn promises into performance.
4. Client list updated each six months-when potential client looks through your list and sees a name they know/recognize, it adds credibility.
5. First person stories that sell…an example that happened to me in the early 60′s. I presented to the owner of a chain of stores. I “felt” (knew) it went well. Little did I know it would be 4 more years before I wrote the account. Back then , the owner did not trust anyone with facial hair. My beard may have been right in college…but for Abe, it absolutely was not. Interestingly enough, he allowed me to keep coming back…and became a valuable mentor, referral source and lifelong client.
6. Problems you’ve solved for clients.
7. Ways you networked clients with other clients so each prospered from the arrangement…IE, How you’ve enriched their business lifestyles.
8. Civic clubs/trade associations for whom you’ve made speeches/presentations
9. Articles you’ve authored and where they have appeared
10. Motivational sayings that mean something to you
11. Whatever you feel is valuable to you and cleints

Keep your scrapbook in your waiting area.
Show potential clients on appointments.
When you are asked to send something. why not Fe Ex your Scrapbook?

Each month or quarter, email or mail to clients and prospects a notice formatted like an announcement noting that during the month or quarter the following businesses (get their permission) now call (your agency) their insurance home.

This especially builds power if you enjoy success in a niche.

When business owners see names they recognize you have just moved a prospect up a notch.

Example:
These (your marketing area) businesses recently protected their businesses with insurance from
(your agency)

XXXXXXXXXXXXXXXXXXX
YYYYYYYYYYYYYYYYYYY
ZZZZZZZZZZZZZZZZZZZ

We’re proud to welcome them to our other 290 business owners that call (your agency) their insurance home.

Any reason not to toot your own horn this way?

Would you continue to watch TV if the picture went out? Would you stay in the movie with no picture? When did you last see an ad that didn’t have a picture?

So, if you are not communicating in pictures, is your communication getting through?

I read that 30 seconds of showing is worth 3000 words of telling. 3,000 words is 7 single spaced typewritten pages. Which is your choice?

So, add video to your emails. Communicate your message in one minute or less. Less is always more these days.

…and yeah, this post should be in pictures!

Well, if you read the title, it says “deliver policies.”

Since most policies are mailed directly from the insurance company, you may not deliver. So, we have to back up and follow up right after we know your client received their policies. This includes both new and renewal clients.

Your purpose is to:

A. Show you care
B. Create opportunity to make sure your client writes no check to any other agent or insurance company you don’t control.
C. Build a cause for handshake introductions/referrals to future clients

1. Put your client’s policies in a nice folder or binder or deliver electronically/CD/DVD.
2. Include “owners’ manual which highlights your claim process, service team, performance agreement, and whatever else you deem proper for that specific client.
3. Include any material you use to work with introductions/referrals. If you cannot get a handshake introduction, but are able to get referrals, show the specific process you follow.
“Here’s the process I use to contact folks you who you recommend to me. I send this photo referral card. (your photo) Note the space for your endorsement and signature. I enclose the card with this letter. How does it look to you? Would you feel comfortable if we sent these materials to some people you know? When you get agreement, “I’ve done some homework and put together a list of people who work within one mile of here and also a list who are in industries that complement yours. Any of them familiar to you? Is there anyone else we should put on the list?

Make it easy for your clients to offer referrals/introductions. Get them thinking by showing them business names. Then make them comfortable by showing how you’ll use their name.

Like anything else in selling, follow a process for success.

…well, maybe you’ve done something wrong. When have you heard a new objection? My guess is a long time ago.

It’s our job to raise objections we know might come up. When you do that and your buyer hears their thoughts coming out of your mouth, they know you’ve “done your homework” and you’ve now earned additional trust.

If you don’t raise the objection, does the buyer think, “Hmm, she really does not know me very well” and you lose the respect you must have to be hired.

When you do hear that objection, your job is to answer it with a story about a client who had the same objection and for whom you solved the problem.

Facts after an objection become “argumentative.” Stories are real and validate your point.

So, raise all objections you know you may here. Answer objections with emotional stories.

Being the takeover expert that you are (all agents are takeover agents. Some more expert than others)
asking the right questions lead to the right answers, leading to your success.

A few questions to ask that may get you closer to that “takeover moment.” Are you bold enough to ask them?

1. “If you haven’t seen your agent this year, why are you still paying him/her?”
2. “Do you think your agent has earned her commission on your business this year or simply collected it”
3. “Will you be overcharged again this year on your Workers’ Comp insurance?”
4. “Does your agent just sell you insurance or help you earn additional revenue? It only makes sense to give as much as one gets.”

Plant seeds of doubt about the value your potential client receives from her current relationship.

Since the mind thinks in comparisons, the most critical point about asking these questions is to test how you would respond if your competitors asked these very same questions.

That’s the difference between saving the renewal or not; about receiving handshake introductions from your clients and from maximizing agency profit.