April 1 1 30 - kevin trokey

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April 1 1 30 - kevin trokey

  1. 1. 9  Beliefs  of   Tomorrow’s   Successful  Producer  
  2. 2. Want to buy Have to buy VS
  3. 3. Have to buy
  4. 4. Product Service Price
  5. 5. Carrier You Distribute Service Client Works Well for Brokers As long as YOU are in the middle
  6. 6. Cheapest price Most features Best Service Carrier
  7. 7. Time $
  8. 8. Sometimes . . . Things Change
  9. 9. Time $
  10. 10. WANT vs HAVE key to overcoming the challenge
  11. 11. 1 type of solution . . . Have to Buy
  12. 12. How have we always brought insurance solutions? Evaluate   Insurance   Need   Find  Insurance   Solu<on   Implement   Insurance   Solu<on   What happens when we do that?
  13. 13. We get PAID!!!
  14. 14. Insurance Solutions Evaluate   Insurance   Need   Find  Insurance   Solu<on   Implement   Insurance   Solu<on   What are you really getting paid for?
  15. 15. Broker Value Evaluate   Insurance   Need   Find  Insurance   Solu<on   Implement   Insurance   Solu<on   Key to new opportunities
  16. 16. What Do Employers really want? Employer of Choice (More than just price|product)
  17. 17. Countless solutions we can offer . . . Want to Buys
  18. 18. Insurance Communication Wellness Employee Engagement Attraction | Retention ? “EmployerofChoice”
  19. 19. So, how can we bring NON-insurance solutions? Evaluate     NON-­‐Insurance   Need   Find   NON-­‐Insurance   Solu<on   Implement   NON-­‐Insurance   Solu<on   What should happen when we do that?
  20. 20. We get PAID!!!
  21. 21. New Ways to get Paid You become more Valuable
  22. 22. Partner Contributor Consultant Preferred Seller Vendor Expand Your Value to the Client
  23. 23. Each Advancement Credibility Access Margins Repeat Business Competition Price Sensitivity Sales-Cycle Length
  24. 24. VALUE CLIENTYOU Insurance   +  1   +  2   +  3   Etc.   Compete on VALUE delivered for client WANTs. . . not just the product you place for the HAVE-TO-BUY
  25. 25. They don’t buy WHAT you sell, they buy WHY you sell it. Simon Sinek
  26. 26. Why How What 3 Critical Messages
  27. 27. What •  Price •  Carriers •  Service •  “VAS” How •  Quote •  Promise Why ? Traditional Approach
  28. 28. What How ? Why ü  Wrong Order ü Incomplete
  29. 29. Why How What 3 Critical Messages
  30. 30. Align your WHY’s
  31. 31. Validate and Rationalize their Decision HOW WHAT
  32. 32. •  “We help build organizations worth committing to.” Why •  Unique process that evaluates the key areas (solution/process/results) and builds the appropriate, customized plan. How •  Benefit – Communication – Engagement – Cyber Risk, etc. What Q4i Approach
  33. 33. Persistence = Success SALES STATISTICS 48% NEVER FOLLOW UP 25% MAKE A SECOND CONTACT & STOP 12% MAKE THREE CONTACTS & STOP ONLY 10% MAKE THREE+ CONTACTS 2% OF SALES ARE MADE ON THE FIRST CONTACT 3% ARE MADE ON THE SECOND CONTACT 5% ARE MADE ON THE THIRD CONTACT 10% ARE MADE ON THE FOURTH CONTACT 80% ARE MADE ON THE FIFTH – TWELFTH CONTACT
  34. 34. Persistence = Success SALES STATISTICS Only 10% Make 3+ Contacts 90% Are made on the 4th –12th contact
  35. 35. Persistence-Persistence-Persistence Persistence-Persistence-Persistence Teach Tailor Control WANT to Buy Insurance & Non-Ins Solutions Implement
  36. 36. Why How What What about YOU?!
  37. 37. Results
  38. 38. Results Habits
  39. 39. Results Habits Behaviors
  40. 40. Results Habits Behaviors Beliefs
  41. 41. What do you believe?
  42. 42. Critical Beliefs 9
  43. 43. I have 2 priorities and I schedule time for both. Belief # 1
  44. 44. The clients I have are the ones I choose Belief # 2
  45. 45. Constant learning is part of my job Belief # 3
  46. 46. Results are all that matter. Belief # 4
  47. 47. I am responsible for my own success. Belief # 5
  48. 48. Every client should know how much they pay me. Belief # 6
  49. 49. I will NEVER lose because my competition was better prepared. Belief # 7
  50. 50. I have a responsibility to improve the business of my clients. Belief # 8
  51. 51. Serve rather than being served. Belief # 9
  52. 52. Vulnerability | Courage Bonus Belief
  53. 53. Why How What What about YOU?!
  54. 54. Persistence-Persistence-Persistence Persistence-Persistence-Persistence Teach Tailor Control WANT to Buy Insurance & Non-Ins Solutions Implement
  55. 55. Nothing Easy About It
  56. 56. Day 1 = complete
  57. 57. Insert Image Here ?Day 1 = complete
  58. 58. Don’t be upset by the results you didn’t get with the work you didn’t do
  59. 59. Kevin@Q4intel.com Twitter - @kevintrokey LinkedIn - KevinTrokey

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