http://www.prestondiamond.com/ en Copyright 2007 Wed, 10 Jan 2007 08:00:34 -0500 http://www.sixapart.com/movabletype/ http://blogs.law.harvard.edu/tech/rss

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?”) ]]> http://www.prestondiamond.com/2007/01/post_visit_tasks.html http://www.prestondiamond.com/2007/01/post_visit_tasks.html Wed, 10 Jan 2007 08:00:34 -0500 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. http://www.prestondiamond.com/2007/01/your_biggest_competitor.html http://www.prestondiamond.com/2007/01/your_biggest_competitor.html Tue, 09 Jan 2007 08:00:34 -0500 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. http://www.prestondiamond.com/2007/01/comparisons.html http://www.prestondiamond.com/2007/01/comparisons.html Mon, 08 Jan 2007 08:00:06 -0500 If you must carry a briefcase, carry the slimmest one you can. It’s for the same reason as the last tip. http://www.prestondiamond.com/2007/01/briefcase.html http://www.prestondiamond.com/2007/01/briefcase.html Fri, 05 Jan 2007 08:00:45 -0500 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. http://www.prestondiamond.com/2007/01/long_proposal_shorten_it.html http://www.prestondiamond.com/2007/01/long_proposal_shorten_it.html Thu, 04 Jan 2007 08:00:27 -0500 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. http://www.prestondiamond.com/2007/01/moving.html http://www.prestondiamond.com/2007/01/moving.html Wed, 03 Jan 2007 08:00:11 -0500 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. http://www.prestondiamond.com/2007/01/hire_or_fire.html http://www.prestondiamond.com/2007/01/hire_or_fire.html Tue, 02 Jan 2007 08:00:54 -0500 Make it your most profitable ever! http://www.prestondiamond.com/2007/01/happy_new_year.html http://www.prestondiamond.com/2007/01/happy_new_year.html Mon, 01 Jan 2007 08:00:15 -0500 Ask your new client to “write your name here.” Don’t use the word sign. http://www.prestondiamond.com/2006/12/signing.html http://www.prestondiamond.com/2006/12/signing.html Fri, 29 Dec 2006 08:08:12 -0500 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) http://www.prestondiamond.com/2006/12/hire_a_chauffeur.html http://www.prestondiamond.com/2006/12/hire_a_chauffeur.html Thu, 28 Dec 2006 08:00:48 -0500 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. http://www.prestondiamond.com/2006/12/loyalty.html http://www.prestondiamond.com/2006/12/loyalty.html Wed, 27 Dec 2006 08:00:19 -0500 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) http://www.prestondiamond.com/2006/12/honor_your_best_clients.html http://www.prestondiamond.com/2006/12/honor_your_best_clients.html Tue, 26 Dec 2006 08:00:29 -0500 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. http://www.prestondiamond.com/2006/12/policy_book.html http://www.prestondiamond.com/2006/12/policy_book.html Mon, 25 Dec 2006 08:00:46 -0500 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… http://www.prestondiamond.com/2006/12/writing_letters.html http://www.prestondiamond.com/2006/12/writing_letters.html Fri, 22 Dec 2006 08:00:15 -0500 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. http://www.prestondiamond.com/2006/12/listening_vs_reading.html http://www.prestondiamond.com/2006/12/listening_vs_reading.html Thu, 21 Dec 2006 08:08:57 -0500