Rockstar ia 2017
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Sales, Prospecting, and the Process
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Rockstar ia 2017
- 1. ROCKSTAR IA So you wanna be a Rockstar?!
- 2. Overview ■ The number #1 thing you need to do, to be a Rockstar IA ■ Where and who are the prospects ■ When you find them how do we rock out
- 4. Who are you ■ Who’s in the room? – Business owners – Agents – CSR’s – All of the above ■ Social platforms – Things have changed ■ Anyone niche now? – Who are you?
- 5. Who am I ■ Speaker to agents and Company C-suite ■ Author Customer Service is Just Foreplay – Insuranceforeplay.com ■ GROW – Ryan and I had a mission – TodayJoey Giangola and I both deliver the goods – Mainly everything we do is free ■ Agents Influence Podcast & Insurance InYourWords ■ GROW mastermind ■ GROWAcademy ■ GROW Producer – Starts September 5th
- 6. What is the most important thing you can do to bea Rockstar IA?
- 8. So why the failure in sales? ■ Not – Territory – Product – Service – Lack of training or presentations skills – bad owners or – Bad sales managers – Mom and dad ■ The number one reason is an empty pipeline and the root cause is lack of prospecting. Period.
- 9. Easy Button ■ Easy is best marketing ploy of all time – People don't believe it but it is the easy way out ■ Its not a 9-5 job – If want big items, image and success, then prospect ■ There is not an easy way out ■ Stop trying to find easy street ■ Prospecting is hard and it sucks – Deal with it – I would rather dig a ditch but it has to happen
- 10. 7 mindsets of a Rockstar IA ■ We like to think of our champions and idols as superstars who were born different than us rather than ordinary people who made themselves extraordinary ■ Success leaves clues – People of past have figured out things ■ Follow what they do – Snow climbing ■ Experiences – New adoption of technology and new ways ■ Think of the successful people around you
- 11. Duplicate these and crush it 1. Winning optimistic mindset 1. They keep going 2. Competitive 1. Hardwired to win 3. Confidence 1. They believe they will win 4. Relentless 1. Never give up 2. They know presentence wins
- 12. Duplicate these and crush it ■ Thirsty for knowledge – Ask people to listen to them – Podcast, webinars – Always growing ■ Prodefficent and Systematic – Productive - is doing more with the same – Efficient - is doing the same with less – They skilled like pro athlete ■ Block out time ■ Filter data base ■ Squeak out every minute ■ Ignore distractions
- 13. Duplicate these and crush it ■ Adaptive and Flexible - Big one because we all make excuses ■ Flexible saying – Adopt – Adapt them as there own – Adept at execution – prodeficent – New adoption of technology and new ways ■ Think of the successful people around you – They share these mind sets
- 16. Interrupt ■ If you want to make the money and be who you wanted you have to interrupt them – This is why cold calling is so hard – The call is not the problem, it is your condition to not interrupt ■ The Rockstars interrupt ■ Social media is great but.. – Why would someone be more likely to respond through a post when they have agents calling them weekly? – High value clients have to be interrupted – In Cuba and those who were proactive got my money ■ Cant control response an interruption – Causes unknown in you and causes fear – Feels like rejection
- 17. The more you prospect the luckier you get.
- 18. 3 Core laws of prospecting ■Law of Need ■Law of 30 days ■Law of Replacement
- 19. Universal Law of Need ■ The more you need something, the less likely you are to get it – When you are inconsistent you rely on a few prospects and clients ■ More desperate you get it get worse – Desperation magnifies failure and almost guarantees that you will not close that sale that you must have to survive – Desperation taps into the downside of law attraction ■ L of Attraction -What you focus your thoughts on your are likely to get.You don't focus on success you start to focus on what will happen to you if you don't get what you need therefore attracting failure. – People can sense your desperation ■ They don't want to do business with you ■ The foul stank of desperation and don't want to do business with you ■ Become emotional and think illogically ■ Make bad decision that exacerbate the issues
- 20. Law of 30 days ■ Calling the same clients – No you don’t need closing tricks and education – It’s a prospecting problem – Admit that prospects might not be good – Death spiral – Hard to prospect when you feel like a loser ■ Time doesn't matter – 30 day rule.What you do in the next 30 days you will reap the next 90 days ■ Sales roller coaster
- 21. Law of Replacement ■ Sales roller-coaster because you did not heed the law of replacement – Math question – 10% closing ration, 30 client and 1 buys. How many prospects does she have? – It is a statistical probability thatYOU have proven to be correct ■ You must consistently pushing new prospects into your pipeline to take the spot of those who automatically fall out – Must do so at a rate that matches or exceeds your closing ration – Fanatical mindset
- 22. Anatomy of the sales slump ■ 99% of all slumps are due to lack of prospecting ■ Here is what it looks like – You ignore the 30 days rule and stop prospecting and – You ignore the law of replacement and your pipeline stalls – The prospects are now dead you quit setting appointments and closing deals – Experience the failure there is an erosion of your confidence – Confidence crumbling creates negative sales talk – Further degrades your confidence and makes you feel like a loser – Feeling like a loser saps your motivation energy for prospecting – No motivation you keep calling the same dead prospects getting nowhere – Now you start hoping for silver bullets and that is not a strategy – Bam you get hit by the Law of Need and attract everything you don't want rather than what you need
- 23. How to get out of the slump ■ First rule of holes is when you are in a hole quit digging ■ First rule of sales slump is when you are in one start prospecting ■ Commit to daily prospecting ■ Don't worry about what will happen if ■ Put your energy, emotion and effort to what you control – Actions – Reactions – Mindset ■ Will take about 30 days of consistent prospecting
- 24. How to get out of the slump ■ Crazy things happen when you do this everyday..The sales Gods will love youThings will just drop in your lap ■ Most are never lucky because they do the minimum and then get into desperation and expect instant miracles and then say prospecting doesn't work ■ Like golfing it take practice everyday to be good.You know this everywhere in life Don't let anyone fool you and tell you different because “The more you prospect the luckier you get”
- 25. Poor people chose now, Rich people chose balance T Harve Ecker
- 26. Where are the prospects ■ Current clients ■ Former clients ■ Referral partners ■ Shown an active interest ■ People who have a need
- 27. Eight Campaigns ■ Writing – Letters, blogs, books ■ Telemarketing ■ Tech/SEO – Website – pop-up boxes – Internet – Mobile apps ■ Talkers – face to face – online presentations – Conference calls – video
- 28. Eight Campaigns ■ Networkers – Chamber meetings – Community involvement ■ Referral Partners – Bank – Loan officers – Real estate agents ■ Customer referrals – Testimonials, – FB reviews – Google reviews – Yelp ■ Traditional – Newspapers – Media – Billboards – Emergency contacts
- 29. So we found them now what
- 31. Contact USP (Unique Sales Position) ■ Unique Program ■ Endorsement or referral or something you know about the niche ■ Touch value points ■ The take-aways ■ Put time on the table ■ Gain agreement, “is this cool?”, “sound good?”
- 32. ■ Unique Program – My Name isJason and we have a unique program for railroad contractors and basically anything railroad ■ Endorsement or referral or something you know about the niche – I know it is hard for you to find insurance for what you do, and we have all of the few companies that are able to help ■ Touch value points – Our pricing is very good due to the standard companies we use, unlike the higher risk companies most agents use. There are really are only 2 companies nationwide that insure companies like yourself. We have both ■ The take-aways – Not everyone qualifies for this program and I am surprised those that do and those that don’t ■ Put time on the table – Could we meet for 20 minutes max to see if your company is going to be a fit ■ Gain agreement, “is this cool?”, “sound good?” – How does this sound? I hope it sounds good. Finding if you are a fit is simple and easy
- 33. ■ Unique Program – My Name isJason and we have a unique program for senior centers ■ Endorsement or referral or something you know about the niche – I know it is hard for you to find insurance for what you do, and we have all of the few companies that are able to help ■ Touch value points – First our pricing is very good due to the standard companies we use, unlike the higher risk companies most agents use. This allows us to offer the coverages you have all in one policy, especially the directors and officers ■ The take-aways – But not everyone qualifies for this program and I am surprised of those that do and those that don’t ■ Put time on the table – Could we meet for 20 minutes max to see if your company is going to be a fit ■ Gain agreement, “is this cool?”, “sound good?” – How does this sound? I hope it sounds good. Finding if you are a fit is simple and easy
- 34. Getting prepared ■ Make contact outside of phone – Mailer – Email – Youtube video ■ Have measuring tool ■ Drive application ■ Always call – Do it before the 24 hour time period ■ Bring questions
- 36. Pre-meeting ■ The pre-meeting is just a qualifier – 20 minutes ■ Goal of pre-meeting - Relationship – FIND OUT RELATIONSHIPTHEY HAVEWITH AGENT ■ Do they mention company or agent – Are they willing to leave their current relationship – Who is the decision maker ■ Personalities – A. Pragmatic -All about them Quick decisions – B. Persuader - Color, energy, and everything is great – C.Teacher -Wants things explained, Asks questions – D.Thinker - Quite, Listens, Slow decision
- 37. AB C
- 38. Pre-meeting ■ Build rapport – How long have you owned the business? – How did you get into the business? – Who do you have insurance with now? – How long have you been with them – How did you meet them – What was your primary reason for buying the insurance from them – Did you get what you expected from them – Is there anything specifically I could help with – If you had a magic wand and could make something better – Assuming we go forward, if I am able to deliver a better coverages for a better price are you willing to allow us to represent you? – What amount % is it going to take for you to move Many other questions will also be on the supplemental
- 39. Analysis ■ How strong is the relationship ■ Do we have a market for this ■ Do you have an honest chance ■ Call UW and discuss – Ask them what they think – What other questions should you ask – What are things to look out for ■ Good and bad ■ Ditch it or let’s go
- 40. Meeting overview
- 41. Filter ■ Filter never – Agent relationship – No trust – No jiving ■ Filter later – Agent relationship is good – Some pain points but can’t uncover all – Current insurance is good. ■ Filter now – Restate the commitment of moving – Set appointment – Continue to meeting
- 42. Meeting ■ We are collecting information and asking questions – Acords – Supplemental ■ Look over declaration pages – Look at forms and endorsements section – Search through all pages – Take pictures of any pages with figures ■ Ask questions: – Puts you in control – Trying to find out any surprises ■ What is something you do better than others? How? ■ What is something you do that most don’t know? ■ Where do you see growth over the coming 1,3,5 years? ■ Have other insurance companies mentioned any concerns in the past?
- 43. Meeting ■ Find out about other agent ■ Find / uncover pain points ■ Inspection /Walk through – Fire extinguishers/ hoods/spray booths ■ Annual cleanings ■ Inspections – Electric – Alarms / Surveillance – Ask questions ■ Get to know their business ■ Use to find gap in coverages – Measure building
- 44. Meeting ■ Questions and items – Loss information – Drivers list – Current declarations – Infor or brochures explaining services – Sales for last year, this year, and next year – Payroll for last year, this year, and next year – List of the owners and officers ■ Who is who – Any certs they might have – Modification sheet
- 45. Quoting ■ Submission – Acords – Supplemental – Description of Operations – Photo’s – Drawing if needed – Replacement cost estimators ■ Markets blocked ■ AOR
- 47. Playing the game ■ Call UW to discuss account ■ Look over quotes – Look for exclusions – Forms and Endorsements ■ You can get credit ■ Play the companies against one another (in a nice way) ■ Call client when you get quotes – Has anything changed
- 48. Delivering ■ Proposal – Yours – Companies – Managements system ■ Meet with all decision makers or no meeting ■ Meet at their place ■ Discuss from start to end, pointing out and highlighting all pain points ■ Reasons why the object – NoTrust – No need – No Hurry – No value ■ Remember what they said, hold them accountable
- 50. Jason D Cass 618.545.9840 jason@growprogram.com www.growprogram.com Facebook facebook.com/thegrowprogram Twitter @jason_grow LinkedIn www.linkedin.com YouTube www.youtube.com/growprogram Google plus google.com/+Growprogram