Producer Power Start-Up

Transcription

1 Producer Power Start-Up TM

2 The Producer Power Start-Up sales training program is designed to help new Producers. Producers can be young, old, experienced, or inexperienced. The goal of this program is to get them started up in proven sales activities and behaviors to maximize their performance. This program is an online training program that is designed with coaching support. The agency or InCite s VSM program will provide coaching support to maximize the Producers outcome. This program will help you understand where you are at, where you are going, and how to get there. The first step is a self analysis. You need to know where you are at before you can begin down a path to get to where you want to go. The initial assessment, called the Snap Shot, will help the where you are at piece. The where you are going piece will be accomplished in the Vision Starter section of the program. This is a goal setting section to help you get focused on the big WHY that will drive you to success. The remaining portion of the program consists of training and development. You will work on skills, behaviors, planning, and processes, that will help you reach your potential. Thank you, Larry G. Linne CEO 1

3 Table of Contents Snap Shot Page 4 Vision Starter Page 6 Training Habit Starter Page 10 Training Skills Starter Page 25 The Story Page 34 The Value Proposition Page 40 The Business Plan Page 49 2

4 Snap Shot On a scale of 1 10, with 10 being excellent, how would you rate your competencies in the following categories? After rating each category, please provide a reason why you rated yourself that way Why? Current Network Networking Techniques Current Business Acumen Insurance Knowledge Persuasive Skills C-suite Selling Pipeline Management Dress Etiquette Telling Your Story Question Asking Skills Quantifying Personal Brand Closing Skills 3

5 Snap Shot On a scale of 1 10, with 10 being excellent, how would you rate your competencies in the following categories? After rating each category, please provide a reason why you rated yourself that way Why? Entry Strategies Internal Team Mgmt Know and Manage your Numbers Building Networks Client Retention Presentation Skills Alternative Risk Selling Niche development Managing a Plan Selling Intellectual Property Organizational Skills 4

6 Snap Shot Notes 5

7 Vision Starter In this training module, input your 1, 3 and 5 year goals for each category. Financial Year 1 Year 3 Year 5 Family Year 1 Year 3 Year 5 Social Year 1 Year 3 Year 5 6

8 Vision Starter In this training module, input your 1, 3 and 5 year goals for each category. Purpose Year 1 Year 3 Year 5 Company Objectives Year 1 Year 3 Year 5 Personal Brand Year 1 Year 3 Year 5 7

9 Vision Starter Notes 8

10 Habit Starter 9

11 Habit Starter Video Notes What I learned and will commit to do Questions I have for my Company / Supervisor 10

12 Personal Development Three Areas of Critical Development Business Acumen Action My Commitment Sales Skills My Commitment Technical Skills My Commitment 11

13 Relationship Management Team Prospects 12

14 Relationship Management Clients Influencers 13

15 Habit Starter 14

16 Habit Starter PROSPECTING AND ENTRY STRATEGIES PIPELINE STRATEGIES Ideal Client Profile Internal Referrals Seminars Carrier Reps Family Friends Country Clubs / Social Target Newsletters Consider or Not? Description Determine what the perfect client looks like so you can build potential client lists and not get stuck on wrong size accounts. Go ask others in your organization who they know. Do interviews. Put lists of prospects out to employees. Get experts or become an expert. Ask them who they really want to write in the market. Go to family members and ask about their work or ask them if they know any of your targeted clients. Get introduced. Same as family. Do reverse referral approach. Join clubs where decision makers hang out. Producer at Florida St. and alumni. Get a prospect list and send information to them on a regular basis. Information about emerging risks, captives, risk news, industry specific information. Be the source. War Room Get a group that takes on targets and challenges each other. Bring lists to the meetings, compete, partner up on deals. Ask for Help/Advice COIN Management Association Membership Board of Directors Pipeline Retreats Networking Groups Social Networking Volunteer Work Drive By Go to top level executives that have been successful and ask for advice. Centers of Influence can come in any form. ANYONE that knows a lot of people. Join groups and get involved. Where I did the majority of my growth. Get on boards. Sometimes it is your cycling club, your school (kids), church, business, etc. Get away with a group and spend time planning. Set plans very clealy. Businesses have had great success with this. Breakfast club is example. Accellerant is another. Use social media from a Professional standpoint. Post valuable information. Ask for opportunities. Go get involved in the community. Second best source of referrals and new business for me. Go drive on Sundays. Go drive different routes to work. Commit to call someone from that route when you get to the office. 15

17 Habit Starter PROSPECTING AND ENTRY STRATEGIES PIPELINE STRATEGIES Government Web Sites Webinars Direct Mail Training Programs Write Articles Call on Recent Renewal Date TALEs Development Groups Send Books Gorilla Marketing Consider or Not? Description Many times they will show contractors, lists of businesses doing things, awards, etc. Educational webinars. Then record them and have them available to send to people/prospects. To past prospects and clients. Never let the dead lie still. Keep em active. What if We did long term training programs that we would offer at the agency. Wrote almost every client that participated. In local papers, industry mags, etc. You call people that have just gone through renewals. They may be mad about what happened. Trusted Advisor Meeting. This is where you ask. Get young professional groups, industry best practices groups, study groups, CEO best practices groups, networking groups. Send out a best selling or new book to prospects and follow up. Name your prospects and go find referrals to get you in. NOTES: 16

18 Dress Etiquette CORE PHILOSOPHIES Second Rule: People will make a decision about your brand in the first 30 seconds. Make sure your dress tells them what to think. 2. Dress and appearance suggest credibility of position and status. 3. It s ok to call ahead and ask about appropriate attire to an event. 4. It s not all about you. So, don t dress to gain undue or unwanted attention. 5. Dress ½ up to be considered an Advisor. 17

19 Dress Etiquette 18

20 Dress Etiquette Table Manners: Top 10 Mistakes 1. Pushing your plate away or stacking dishes when you have completed your meal. 2. Blowing your nose at the table. 3. Eating a larger than bite-size piece of food. 4. Chewing with your mouth open. 5. Talking with food in your mouth. 6. Eating a dinner roll by breaking it in half rather than tearing a bite-sized piece. No bread and butter sandwiches! 7. Beginning to eat before everyone at the table has been served. 8. Acting as though ice cubes are the edible part of a beverage. 9. Bringing your face to your food, instead of the reverse. 10. Putting your napkin on your lap when you sit down, rather than waiting until everyone at the table has been seated. Additional Etiquette Advice In the purest sense of the word, etiquette means to make others comfortable by being graceful and fitting in appropriately. So, look around you and do things that are more others focused than selfish. Be on time. Texting that you are running late is not acceptable for being late. Always RSVP, whether you are going or not. An RSVP is a request for you to respond. Turn off technology around others. Be in the moment. You will see that those who are off of technology will be the most attractive at an event. You don t have to take a picture of everything you do. Allow your memory to capture some of the events in your life. Do not show up to a party empty handed. Bring wine, a small gift, or a dessert. Do what you say you will do. Say please and thank you. 19

21 Personal Brand Management 1. List what people would say about you in single words or short phrases below: 2. List what you would want people to say about you in single words or short phrases below: 20

22 Personal Brand Management What items on the previous page were the same? What items would fail the test of have to have to be in the game? What items would pass the test of differentiation? Add additional differentiation Branding items: 21

23 Network Expansion 22

24 Habit Starter Notes 23

25 Skills Starter 24

26 Skills Starter Video Notes What I learned and will commit to do Questions I have for my Company / Supervisor 25

27 Presentation Skills PRESENTATION SKILLS P R E S 26

28 Persuasion Skills PERSUASION SKILLS How can I "know" my clients business better? What visuals can I use to connect with the visual senses of my audience? What are the most compelling reasons why someone should do business with our company? 27

29 Persuasion Skills PERSUASION SKILLS Describe how to show someone you CARE about them and their business. Describe the best strategies to engage with people properly at a networking event. What are some strategies you will use to engage with people at a level where they will want to spend time with you? 28

30 Training Understanding WHY People Buy Clients Employees 29

31 Training Understanding WHY People Buy Profit Executive Satisfaction 30

32 Understanding HOW to Sell Intellectual Property Insurance Product Sales Value Add Solutions Intellectual Property What wins? What wins? What wins? How do you lose? How do you lose? How do you lose? How big is competition? How big is competition? How big is competition? How do I sell? How do I sell? How do I sell? 31

33 Skills Starter Notes 32

34 The Story 33

35 The Story Video Notes What I learned and will commit to do Questions I have for my Company / Supervisor 34

36 The Story Problem(s) Response 35

37 The Story Examples Next Steps 36

38 Deliver in Notes 37

39 The Story Notes 38

40 The Value Proposition 39

41 The Value Proposition Video Notes What I learned and will commit to do Questions I have for my Company / Supervisor 40

42 The Value Proposition Describe the agency process that brings value to the clients of your agency How can you bring value to this process? 41

43 Why Our Process Sells! The Process brings value because... What value does the assessment bring to a prospect/client? How do "plans" impact a client and what is different about a plan vs a "presentation" 42

44 The Value Proposition Notes 43

45 An Effective Assessment Question Asking Quantifying Process 44

46 An Effective Assessment QUANTIFYING Band of Pricing C O S T TIME NOTES: 45

47 An Effective Plan A plan is... Problem: Quantify: Solution: Calendar: Get Agreement: 46

48 The Value Proposition Notes 47

49 The Business Plan 48

50 The Business Plan Video Notes What I learned and will commit to do Questions I have for my Company / Supervisor 49

51 Network Expansion Plan Where to build networks Who are the best centers of influence Building a network around YOU 50

52 Prospect Engagement Plan Targeted Prospects Target Account Strategy Plan Researching Prospects 51

53 Prospect Engagement Plan Account Name: Strategic Decision Makers: Name: Title: Influence: Incumbent Agent: Incumbent Agency / Brokerage: Typical strategy / strength / weakness of incumbent: Target Account Strategy Plan page 1

54 Prospect Engagement Plan Our strengths in this industry class: What products / services do we have that bring value to this industry? What InCite Wiki Risks should be studied in preparation for the prospect? Who can we connect to this prospect (relationships, LinkedIn, social)? What top emerging industry risks should we be prepared to discuss? 53

55 Prospect Engagement Plan What, if any, past history do we have with this prospect? What type of people does this company hire? (Look at hiring profiles) Check off key items to be done in preparation: Web Site Review LinkedIn search on people LinkedIn search on company Contact Referral(s) Industry Emerging Risks Work Comp information online 5500 Search (Freearisa.com) Total social media search on key decision makers Strategy to get business: Who: What: When: 54

56 The Business Plan KNOW YOUR NUMBERS Goal Goal x 1.25% Conversion % Closing % Average Account Size (commission) Number of First Calls Number of Proposals New Clients $75, $93, $2, $120, $150, $10, $50, $62, $10, $100, $125, $10, $100, $125, $5, NOTES: 55

57 The Business Plan 56

58 The Business Plan 57

59 The Business Plan PROSPECT DASHBOARD Prospect Potential $ Sold $ Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec ABC CO $30K $28K A C EF DEF CO $20K B EF NOTES: CODES Lunch Cold Call Baseball Exec Brief Assessment Plan Social Event Association Meeting Connection Check Up Meeting Breakfast Dinner A B C D E F G H I J K 58

60 The Business Plan INFLUENCER DASHBOARD Key Influencer Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec ABC CO A C EF ATTORNEY B EF NOTES: CODES Lunch Cold Call Baseball Exec Brief Social Event Association Meeting Connection Check Up Meeting Breakfast Dinner Reverse Referral List Discussion A B C D E F G H I J 59

61 Producer Power Start-Up TM Notes 60

62 Producer Power Start-Up TM Notes 61

63 Producer Power Start-Up TM Notes 62

64 Producer Power Start-Up TM Notes 63

65 Wrap Up We have seen many Producers reach the level of true mastery. Mastery Producers have amazing lifestyles due to creating great clients, incredible income, and exciting market leadership. Mastery Level Producers are not all alike. However, many have the following qualities. I would suggest working toward making these habits, skills, and behaviors a part of your future: 1. Committed to personal development in sales skills, business acumen, and insurance technical knowledge 2. Constant network expansion 3. Committed to looking good (dress, health, grooming, etc.) 4. They practice their skills (presentations, question asking, handling objections) 5. Always prospecting by meeting people and looking for potential clients 6. They take responsibility for their own actions. Success is because of the team and failure is a personal responsibility 7. They manage personal brand 8. They manage key relationships (internal teammates, clients, prospects, and influencers) 9. They are involved in social groups, charity groups, and professional groups 10. The LOVE to teach, educate, and persuade These are all skills and behaviors that can be learned and developed. Make these 10 items a part of your life and you will have great success.

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