21 ways to get more policies per client

Remember, this is a‘live’ webinar.
You can type your questions here.

Michael Jans, CEO 
Agency Revolution.

Thank you to our industry partners

Thank you to our sponsor

21 ways to get more policies
per customer

+Delight
At Every Stage in the Process
Attract Convert Optimize Retain
The ACOR + Marketing Model
Prospects Buyers Clients PromotersLeads
C O RA

Convert
C
Optimize
O
Retain
R
Attract
A
$$$$
$$$
$$
$Cost
Value
Leverage
Wealth and
Equity
Reliable Income
New Income
Future Income

Vision
• a fundamental principle of growth
• a new scoreboard for the agency goal,
plan, execute, measure, adjust, celebrate

Culture People Tech

Why?
The Growth Analyzer

The Growth Analyzer

• Not being measured
• Absence of strategy
• nobody in charge
• no plan
• no individual accountability
• minimal support for those most able to influence
Obstacles

Policies Per
Customer
Retention

0%
22.5%
45%
67.5%
90%
1 Policy 2 Policies 3 Policies
90%
38%
10%
Impact of Policies Per Customer
On 10 Year Retention

Transformation
3 Levels of Marketing

The beginning
marketer thinks that
marketing is all about the
“thing”

The intermediate
marketers think marketing is
all about the“list”

The advanced marketer
knows that marketing is all
about the RELATIONSHIP
to the list that gets
the thing

“We’re not just selling insurance.
We’re protecting people.
That’s important.”

What happens
when insurance is
not coordinated?
• Gaps
• Overpay
• Stress of
uncoordinated
claims

Never ask a team
member to violate
their values.
Demonstrate how
values are aligned,
team and team
member.

1.The Law ofTotal Client Protection:
"Every client has every
appropriate policy with us."
Culture

2. Measure!
Culture

3. Policy per customer goals for everyone
from 2.1 to 2.4 from 1.9 to 2.2from 1.7 to 2.0
Culture

4. Coaching & Role Play
Culture

5.Team Meetings & Meaningful
Conversations
We routinely talk about Policies Per Customer,
What'sWorking andWhat's Not
Culture

6. Incentives
per cross sale
for growth in percentage
Culture

7.Transparency
Culture
Use a whiteboard to visibly track team stats

8. Get Higher Paying Customers
• not all customers (or segments) are the same
• review your book for higher paying segments
(and lower service segments)
• focus more marketing there
Culture

9. Scripting
"Can I tell you a story?
I had a client in a similar
situation…”
(Suffering the gap)
StoryTelling:
People

10. Scripting
"I’m a little worried
about something."
"Can you help me
protect you better?""What would you
do if..."
Power words:
People

11. Pivot (or Plus One) On Every Call
People
“Did we get that taken
care of to your
satisfaction?”
Yes!Thank you.
“Great. Bob, I
concerned about
something…

"Bob, I have a report on how
umbrella insurance can
protect you and your family.
If I send it to you, can you
look it over?”
12. Lagniappe
People

13. Focus On Strengths
The“thing”
The relationship
The“list”
People

Direct Channel
Agent/Broker Channel
Digital Channel
price & convenience
convenience & price
relationship (real people)
Because we care…advice & advocacy
People

Welcome Kit Campaign
14. New Customers
Tech

15. Existing Customers
Tech

16. Account Review
not just "renewal" but deepening the relationship
Tech

17. Account Rounding
Tech

Has "X" but not "Y"
Tech

18. Subscribe to Nurturing Campaign
Tech

Give more non-monetary value
(and it makes them better customers)

19. Have a "Testimonial Campaign”

20. PromoteYour Referral Program

21. Ask for Google Reviews
“I would be happy to!”
“John can you do me a favor and
leave us a 5 star review online?”

Bonus Secrets

22. Create a“Mono-Line Rule”
That FitsYour Agency

The BIGGEST secret of all…

23. Highly loyal clients
97% Retention
Earn my loyalty and
I’ll reward you.
2.5 Referrals
25% More
Insurance
…SEVEN times the lifetime customer value of a low loyalty client
andTHREE times the value of a neutral client!YUP, SEVEN times!!!

Action Items

1. CheckYour Email-
• Replay of Today’s Presentation
• 11 Points Of Diﬀerence Ebook
• Link to AR Slideshare
• The Policy Booster: 23 Ways to get more policies per customer
2. Select 3 Items To Implement Today withYour Team
3. Register for next months Webinar- The Simplest Secrets
For A 97% Retention Rate
http://go.agencyrevolution.com/july19-webinar

Free Gift
http://go.agencyrevolution.com/11-points-of-difference

21 ways to get more policies per client

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