April 1   1 30 - kevin trokey
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April 1 1 30 - kevin trokey

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April 1   1 30 - kevin trokey April 1 1 30 - kevin trokey Presentation Transcript

  • 9  Beliefs  of   Tomorrow’s   Successful  Producer  
  • Want to buy Have to buy VS
  • Have to buy
  • Product Service Price
  • Carrier You Distribute Service Client Works Well for Brokers As long as YOU are in the middle
  • Cheapest price Most features Best Service Carrier
  • Time $
  • Sometimes . . . Things Change
  • Time $
  • WANT vs HAVE key to overcoming the challenge
  • 1 type of solution . . . Have to Buy
  • How have we always brought insurance solutions? Evaluate   Insurance   Need   Find  Insurance   Solu<on   Implement   Insurance   Solu<on   What happens when we do that?
  • We get PAID!!!
  • Insurance Solutions Evaluate   Insurance   Need   Find  Insurance   Solu<on   Implement   Insurance   Solu<on   What are you really getting paid for?
  • Broker Value Evaluate   Insurance   Need   Find  Insurance   Solu<on   Implement   Insurance   Solu<on   Key to new opportunities
  • What Do Employers really want? Employer of Choice (More than just price|product)
  • Countless solutions we can offer . . . Want to Buys
  • Insurance Communication Wellness Employee Engagement Attraction | Retention ? “EmployerofChoice”
  • 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?
  • We get PAID!!!
  • New Ways to get Paid You become more Valuable
  • Partner Contributor Consultant Preferred Seller Vendor Expand Your Value to the Client
  • Each Advancement Credibility Access Margins Repeat Business Competition Price Sensitivity Sales-Cycle Length
  • 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
  • They don’t buy WHAT you sell, they buy WHY you sell it. Simon Sinek
  • Why How What 3 Critical Messages
  • What •  Price •  Carriers •  Service •  “VAS” How •  Quote •  Promise Why ? Traditional Approach
  • What How ? Why ü  Wrong Order ü Incomplete
  • Why How What 3 Critical Messages
  • Align your WHY’s
  • Validate and Rationalize their Decision HOW WHAT
  • •  “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
  • 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
  • Persistence = Success SALES STATISTICS Only 10% Make 3+ Contacts 90% Are made on the 4th –12th contact
  • Persistence-Persistence-Persistence Persistence-Persistence-Persistence Teach Tailor Control WANT to Buy Insurance & Non-Ins Solutions Implement
  • Why How What What about YOU?!
  • Results
  • Results Habits
  • Results Habits Behaviors
  • Results Habits Behaviors Beliefs
  • What do you believe?
  • Critical Beliefs 9
  • I have 2 priorities and I schedule time for both. Belief # 1
  • The clients I have are the ones I choose Belief # 2
  • Constant learning is part of my job Belief # 3
  • Results are all that matter. Belief # 4
  • I am responsible for my own success. Belief # 5
  • Every client should know how much they pay me. Belief # 6
  • I will NEVER lose because my competition was better prepared. Belief # 7
  • I have a responsibility to improve the business of my clients. Belief # 8
  • Serve rather than being served. Belief # 9
  • Vulnerability | Courage Bonus Belief
  • Why How What What about YOU?!
  • Persistence-Persistence-Persistence Persistence-Persistence-Persistence Teach Tailor Control WANT to Buy Insurance & Non-Ins Solutions Implement
  • Nothing Easy About It
  • Day 1 = complete
  • Insert Image Here ?Day 1 = complete
  • Don’t be upset by the results you didn’t get with the work you didn’t do
  • Kevin@Q4intel.com Twitter - @kevintrokey LinkedIn - KevinTrokey