Last week we talked through some of the reasons that hold us back from asking for referrals. At the end of the webinar, the majority of you made a decision to COMMIT to asking moving forward. This week we are going to share multiple ways of incorporating referrals into your business, so that all of... Read more »
We've walked a prospect through what we thought was a great presentation, we've presented amazing coverage options, we've given them all of the discounts and benefits, yet we are met with "I still want to shop around..." Join us on Tuesday to learn how to be more effective at preventing this hesitation in the first... Read more »
This week we are going to talk about how to be successful with working winbacks! These particular prospects are very valuable to call because they have been with us in the past and have a narrative that we need to find out more about. When we do this, a lot of times we are able... Read more »
Sending out home mailers is very common in our industry, yet the process of how we work them seems to vary greatly from one agency to the next. Mailers are something I used to do in my office well before there were any companies out there charging for this service - I would literally type... Read more »
This is one of those weeks that can absolutely change your results overnight. During this show we are going to focus on the importance of getting out in front of the price objection that is all too common in our industry. By focusing on this early on in the conversation, and being armed with a... Read more »
It happens…. We are calling out on leads or winbacks and the prospect says, “I had a bad experience with your company in the past…” This apprehension is tricky to deal with and is one that we must be quick and confident at responding to if we are going to have a chance. This week... Read more »
There is a reason that this topic won by a landslide during last week’s poll - because it is one that stops so many producers in their tracks. The trick is to not take this comment as rejection or that they don't want to buy AND not to leave the call back in their hands.... Read more »
This will be one of those shows that you walk away saying, “That makes so much sense,” and one that you will be able to use what we share immediately to see an impact on your sales. We will go through some very specific sales and service examples where the way that you present price... Read more »
Have you ever gotten to the end of a quoting conversation where you knew the whole time the price was going to be higher, and you are just hoping they will still say yes? Well, hope is not a strategy! This week we are going to talk about new specific strategies on how to talk... Read more »
We all know that if we don’t ask our customers about who they have their life insurance with, we are doing them a disservice. Yet, for some reason, we notice that most P&C producers simply don’t ask. It may be because they feel uncomfortable asking, it may be because it feels like it’s just “one... Read more »
It happens… We have a great conversation and the price is just slightly different than what they are paying. The prospect then says, “it’s just not a big enough difference to switch.” It’s up to us to change their perspective. We definitely can’t think all is lost when someone says this! This week we will... Read more »
We all know just how important it is to highlight the benefits that we offer to our prospects, and specifically the ones that will differentiate us from the competition. How we do this can definitely help us close the sale if done right, but it can also backfire if done in a way that makes... Read more »