Insurance Marketing Rebel

How hard is it to sell insurance?

michael@quantumclub.com — Tue, 07 Sep 2010 21:35:00 GMT

Based on the feedback I get from agency principles, most "sales people" are order-takers. Blunt and true, can you look yourself in the mirror and confess otherwise? Good news \ bad news is you have tremendous influence over this...

A sales system is by definition is an inter-related series of processes designed specifically to generate high quality, high probability leads with a high conversion ratio. Your system should:

Design the appropriate sales system that uniquely fits the agency's profile, size and target markets
Recruit top performers
Manage performance for maximum production
Measure all critical ratios
Develop and deliver scripts with a high and, through testing, a progressively higher closing ratio
Deliver coaching for enhanced performance
Create and deliver incentives to turn ordinary performance into extraordinary performance

Often the most difficult step to building a sales system is just defining the various processes. I'm going to save you some time on that by providing you with a short list to start with here:

A criteria and process for recruiting top performers
Process for compensation
Process for weekly meetings/role playing
System in place to monitor performance
Sales manual in place, (how to sell your product)
Process for creating and measuring sale goals
Proven scripts for inbound and outbound calls
Team and individual sales incentives

Got it? That's the short list so start with those. If your interested in seeing samples or learning more about my long-list of processes consider coming out to the "Million Dollar Sales Day" in Chicago Sunday Oct. 17th - And Discover:

A complete, comprehensive and POWERFUL SALES SYSTEM, designed for YOUR agency;

How to design your sales system using OUTBOUND callers/telemarketers/account execs, INBOUND CSRs/CSAs, or PRODUCERS in the field;

Tools, technology & spreadsheets that virtually run this SALES system FOR YOU in your agency;

How to "peel back the layers of the onion" - and turn your agency into a true SALES ORGANIZATION!

Kick Start Monday – How To Exploit Internet Technology For Powerful Client Attraction

michael@quantumclub.com — Mon, 30 Aug 2010 15:00:00 GMT

For More Details On How To Attract New Clients Using Internet Technology, Make Sure To Visit Agency Revolution Kick Start Monday Blog

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Tired of running your agency?

michael@quantumclub.com — Thu, 26 Aug 2010 22:11:00 GMT

Perhaps I should rephrase the title of this blog to, "Tired of being run by your agency?" Most agents are stuck working IN instead of ON their agency, so it's no surprise to find agents who are burnt out and beat down.

Enter the Leverage PrincipleTM, you don't have to run your agency like a doctor or lawyer, (selling billable hours) but most agents do, eventually running out of time. Instead your time should be spent on activities that are multipliers for the agency, meaning activities that help the agency grow in multiples instead of one unit at a time. The best example of a multiplier is marketing, instead of one client at a time good marketing has the potential to attract many clients. For the latest on WHAT'S WORKING in insurance marketing check out the Insurance Marketing Summit, more details HERE.

Kick Start Monday - 6 Proven Ways To Build a Responsive Email Marketing List

michael@quantumclub.com — Mon, 23 Aug 2010 15:00:00 GMT

For More Details On How To Build A Responsive Email List, Make Sure To Visit Agency Revolution Kick Start Monday Blog

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Kick Start Monday – 8 Powerful Strategies To Dominate Your Commerical Lines Niche And Make More Money

michael@quantumclub.com — Mon, 16 Aug 2010 15:00:00 GMT

For More Details On How To Make More Money With Commercial Lines Niches, Make Sure To Visit Agency Revolution Kick Start Monday Blog

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Bought Internet Leads, Worth it?

michael@quantumclub.com — Wed, 11 Aug 2010 20:50:00 GMT

Well, they can be. Presenting:
5 simple steps to convert more internet leads:

1. Email marketing via ZipDrip™ www.zipdrip.com. Once you sign up for ZipDrip you will find an email sequence titled “Internet Lead Follow-up”. It contains 4 URGENT and PERSUASIVE messages designed to convince the lead to call you and/or take time out of their busy schedule to deal with you. Followed by an email at day 30 to attempt reactivation of the internet lead (I’ll talk more about this in step 5). I caught up with one ZipDrip user who had recently started using this sequence with his internet leads. He has tracked an upward trend from 10% conversion to nearly 20%, not too shabby. As a side note, I think you will be pleasantly surprised by the growing content in ZipDrip™. We add 1-2 sequences and/or messages to ZipDrip™ each month. Most recently we added a LIFE INSURANCE cross-sell sequence and some individual referral generating emails.

2. Text messaging and I DON’T mean buy an office cell phone. There are services available like www.message-media.com which allows you to text from your computer. Any responses that you get come back as an email. In recent research text messages get greater response than voicemail messages. So, use text to engage “What trim is your Honda Accord?” or “What year was your house built?” Make it a simple question that relates to the request. If they make this “step forward” you are much more likely to close the sale.

3. VidBiscuit™ www.vidbiscuit.com, this is a video email service. A personal video greeting from you or your team goes a long way. Use a script, test it and refine it. Here is a start:

“Mike, got your request for an insurance quote. Looks like you’ve got a
GREAT situation. I’m pretty sure I can save you BIG money. I have a question
about something. Your answer could save you even MORE money.
Can you call me right away?”

4. Don’t just buy AUTO leads. In many markets I have spoken with agents who have more success with home and renters leads and then “back,” into the auto. Many times the auto will run you $11 compared to $4 or so for the dwelling leads, you decide. My purely “horse-sense” speculation for the day is that renters’ leads also have great lifetime potential if you are planning on retaining them as clients. As the housing market rebounds (expert speculation) in the next 1-2 years who do you think will be purchasing homes? I’m just sayin’…

5. Follow up when the dust settles 30, 60, and 90. Use ZipDrip™, create reminders for your team or whatever it takes. If you follow up, you will convert another 2-5% from my observation. The ZipDrip™ “Internet Lead Follow-Up” sequence has a 30 day message, you can easily add 60 and 90 if you’d like. Re-engage them; keep it simple, give ‘em an urgent reason to call you back.

All things considered, please keep in mind that effectiveness of bought internet leads varies by marketplace. As always be obsessed with knowing your ROI, if internet leads don’t make sense for your marketplace cut ‘em.

If a picture is worth a thousand words, what's a video worth?

michael@quantumclub.com — Tue, 10 Aug 2010 21:24:00 GMT

Thousands of businesses are taking advantage of the power of video in their marketing. it only makes sense, a video can receive hundreds of views in only 60 minutes. Even with the opportunity to reach hundreds of viewers very few insurance agencies have taken the leap into video marketing. Why?

Well because they don't have time of course or don't know how to. Problem is your competitors do have time; time to take advantage of every last trick and tactic to steal your clients and prospects. Even one video a month would be better than nothing. We make time to do one video blog a week and it's worth it because we engage prospects, clients and suspects alike.

How can you get started?

1. Buy a video recording device "Flip Video's" are cheap starting at $100, or just get a web cam.

2. Record a 3-4 minute video on the top 5 reasons to do business with you. See a sample HERE from fellow P&C Agent Claudia McClain. yes its a bit more fancy but you get the idea.

3. Download it to your computer and host it online. You can use a service provider like www.viddler.com to host the video online they will train you on how to do it. (Quantum Club members have complementary video hosting, call us to get it set up 800-606-0477.)

4. Repeat the process with different content a couple times a month. For ideas on content use frequently asked questions or information a consumer should know. We often make the wrongful assumption that consumers and business owners understand the first thing about their coverage. They don't. Tell 'em and position yourself as the trusted advisor.

Chime in Rebel Nation. Are you on the video bandwagon?

Kick Start Monday – The Principle of Belief

michael@quantumclub.com — Mon, 09 Aug 2010 15:00:00 GMT

For More Details On How To Instill The Principle of Belief, Make Sure To Visit Agency Revolution Kick Start Monday Blog

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Kick Start Monday - How To Create An Effective Sales Culture in Your Agency

michael@quantumclub.com — Mon, 02 Aug 2010 15:30:00 GMT

For More Details On How To Create An Effective Sales Culture in Your Agency, Make Sure To Visit Agency Revolution Kick Start Monday Blog

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The Insurance Industry Is Changing Fast...

michael@quantumclub.com — Wed, 28 Jul 2010 17:18:00 GMT

Today, you face tough challenges that the insurance agent has never seen before. I’d like to share with you some recent information I found about the state of the industry…

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