Modules
Module 1: Our Value Proposition
What makes our Sales Strategy unique? This module is a 10,000 foot overview of our entire Sales Strategy to answer this question.
Lessons
Module 2: Prospecting for the Right Fit Part 1
This Sales Strategy is entirely assumptive. In order for this approach to work for you, you have to put the time and energy in first finding Agents who will say yes to your offer. This module is all about finding the Right Agents. In this first step in our Sales Strategy, you must first build your list and then quickly identify which Agents are worth your pursuit.
Lessons
- Session 1 – The Dreaded Cold Call
- Session 2 – Finding Agents to Partner With Part 1
- Session 3 – First Things First
- Session 4 – Building Your List
- Session 5 – Just Right
- Session 6 – A Better Suspect
- Session 7 – The 60/40 Rule
- Session 8 – Tuning In
- Session 9 – The Cold Call
- Session 10 – Walls
- Session 11 – The Gatekeeper
- Session 12 – Reaching Flow
- Session 13 – Your Assignment For Part 1
- Session 14 – Best Practices
- Quick Start The Insurance Agent Sales Strategy
Module 3: Prospecting for the Right Fit Part 2
This Sales Strategy is entirely assumptive. In order for this approach to work for you, you have to put the time and energy in first finding Agents who will say yes to your offer. This module is all about finding the Right Agents. Now that you have an idea of which Agents might be potentially viable, you'll now learn how to further narrow down your list to find the Best Fit for our Sales Strategy.
Lessons
- Sesson 1 – The Differentiating Factor
- Session 2 – Finding Agents To Partner With Part 2
- Session 3 – Essential Traits
- Session 4 – The Indicator Questions
- Session 5 – Inside The Agent’s Mind
- Session 6 – Empty Handed – Really?
- Session 7 – First Encounter
- Session 8 – Be On Mission
- Session 9 – Talking With The Agent
- Session 10 – The Magic Number
- Session 11 – The Lovely Gatekeeper
- Session 12 – Your Lifeline
- Session 13 – More Data Points
- Session 14 – Your Assignment
- Session 15 – Helpful Logistics
Module 4: Selling The Insurance Agent and Staff Part 1
Now that you have properly pre-qualified Agents in your pipeline, it is now time to make the sale. The first sale you make in our Strategy is to the Insurance Agent Owner or Broker. Learn how to do that in this module.
Lessons
- Session 1 – The Type Of Sale You’ll Be Making
- Session 2 – Creating Strategic Partners
- Session 3 – On The Books
- Session 4 – Why You Are Really There
- Session 5 – Explain Your New Role
- Session 6 – Invite The Agent To Partnership
- Session 7 – Learn All You Can
- Session 8 – The Magic
- Session 9 – Prepare To Get The Agency Team Onboard
- Session 10 – Your Assignment
- Session 11 – A Final Question
Module 5: Selling The Insurance Agent and Staff Part 2
Once you and the Agent have agreed to partnership, it is time to get their staff onboard. After all, they are more often than not the ones who answer the phone, talk with customers in crisis, and therefore in a position to make the referral.
Lessons
- Session 1 – Understanding The Real Sale
- Session 2 – Onboarding Agency Staff
- Session 3 – Me to We
- Session 4 – Let’s Eat!
- Session 5 – Host Protocol
- Session 6 – The Lunch And Learn
- Session 7 – Coming Back
- Session 8 – The Individual Good Faith Agreement Meeting
- Session 9 – Knowing More
- Session 10 – Team Building Time 🙂
- Session 11 – Your Assignment
- Session 12 – Final Things
Module 6: Delivering on Your Promise
Once losses are coming to you from your Partner Agents and their staff, you need to enact your role of Agency Brand Ambassador to their customer. This module unpacks exactly what to do when on a loss for a Partner Agent.
Lessons
- Session 1 – Representing The Agent
- Session 2 – Being The Agency Brand Ambassador
- Session 3 – Knowing When A Loss Comes In
- Session 4 – Finding The Agent For Every Loss
- Session 5 – Timing
- Session 6 – Step 1: The Standard
- Session 7 – Step 2: The Good Faith Agreement Items
- Session 8 – Step 3: Partner Reputation Protection
- Session 9 – Step 4: Communicate With Your Partner
- Session 10 – Step 5: Record Your Progress
- Session 11 – Your Assignment For Module 4
- Session 12 – Giving Up Your Routine
- Session 13 – Last Words
- Session 14 – Bonus Resources For Maximizing Results
- Crew Training Bonus
Module 7: Maintaining the Relationship
Growing a productive apple orchard is hard work. It takes time. It takes energy. It takes diligence and perseverance. This module outlines how to effectively care for your Partner Agents so they produce fruit for you year after year after year.
Lessons
- Session 1 – Habits 101
- Session 2 – Maintaining The Relationship
- Session 3 – The Nature of Claims
- Session 4 – The Analogy We Use
- Session 5 – The First Essential
- Session 6 – The Second Requirement
- Session 7 – A Final Care Recommendation
- Session 8 – Advanced Care Step 1: Review The Partnership
- Session 9 – Advanced Care Step 2: Celebrate Success
- Session 10 – Advanced Care Step 3: Solve Challenges
- Session 11 – Always Fresh
- Session 12 – Remember Your Game
- Session 13 – Your Final Assignment
- Session 14 – Final Advice
Bonuses
Here are a few final resources for you as you enact your role of Agency Brand Ambassador.