Ever had a BIG sales goal in mind, but not clue where to begin in hitting it? Or maybe you just need to hit a certain number by the end of the month and you’re spinning on circles on where to begin.
I taught a webinar on this very topic yesterday (and you can watch the recording below!). But here is a brief overview. (You’ll want to watch the recording for a more in-depth discussion!)
Give A Great Incentive
To get great results, you need your team behind you putting 100% of their effort on hitting the goal. So how do you get them to pay attention?
Well nothing motivates like cold hard cash. But don’t make it some difficult to obtain far away bonus (i.e. “You’ll get 10% of the total written premium minus chargebacks approximately 90 days from now.”) That is not motivating.
Instead offer up a $100 bill to the top producer on the last day of the month. Or the entire team gets to leave at noon next Friday if you hit the goal. Make it fun, exciting, and INSPIRE your team to get busy.
And don’t forget about yourself either. It’s important to anchor in those big wins! Make sure there is a reward (even if it’s just a glass of champagne at home that night) to celebrate the victory.
Find The Low Hanging Fruit
Review over the quotes you’ve done over the past 2 weeks. Why are they not closed yet? Look through objections and FOLLOW UP.
Here’s a simple email script to get you started:
SUBJECT LINE: Don’t forget!
Hi <FIRST NAME>,
It was great talking to you last week about your insurance quote! It sounds like this policy would (save you money, increase your coverage, or other positive benefit.)
A lot of clients worry about having to cancel their old policy in order to switch. We can help make the process very easy! Just sign a cancellation request and we’ll take care of canceling the old policy for you.
I’ll give you a call tomorrow to go over the quote and see if there are any other questions I can answer. Please let me know if there is a convenient time to contact you.
We appreciate your business!
Thanks,
PRODUCER
AGENCY NAME
PHONE NUMBER
Send An Email Blast
I love email marketing! It’s fast, easy, and inexpensive to reach hundreds of clients and prospects in one swoop.
If you don’t have an email system, try Mailchimp. Then plan an email reminding your clients that Memorial Day is almost here and it’s time to get those boats and RV’s insured! (More details on this in the webinar recording.)
Do A Cross Sell Campaign
Cross sell, upsell, account rounding, multi-line…whatever you call it, do it now.
I like to do Home with no Auto campaigns. They seem to offer bigger discounts and get the client’s attention.
Run a list of clients with mono-line home policies, figure out how much they’d save if they had an auto policy (down to the dollar if you can!) and call and let them know.
Or you can use my 3 step marketing campaign system – send a postcard, follow up with a call, then send an email.
Post On Your Personal Facebook Page
You’re doing all this social networking, make sure that you (and your staff) are telling people on Facebook what you DO.
“Just saved a client $300 this morning on their home insurance. Text me at 444-4444 if you want me to have a look at yours too.”
This does not need a lot of strategy, you just need to DO it! Remind people that you’re an agent, that you’re helping others, and that they should call you too.
And if you need a little more guidance, come join me in Mega Posts today!