CAN YOU DO THIS “TANDEM APPOINTMENT” PLAN IN 2009? EXAMPLE: 4 PRODUCERS WILL EACH SET 2 WEEKLY TANDEM APPTS THAT‟S 8 TANDEMS WEEK, 32 IN A MONTH. CAN U REACH YOUR 2009 GOALS WITH 32 TANDEMS A MONTH? HOW MUCH FURTHER CAN YOU GO WITH 384 TANDEMS PER YEAR? IF YOU HAVE 2 PRODUCERS, WHAT WOULD 16 TANDEM APPTS DO PER MONTH FOR YOUR 2009 GOALS?
ON TOUGH CONVERSATIONS: WHATS HARDER THAN HAVING TOUGH DISCOVERY CONVERSATIONS? ANSWER> HAVING TO EXPLAIN YOUR LACK OF ACTION TO THE SURVIVING SPOUSE.
THE POWER OF ASSOCIATION“GIVERS & TAKERS” SELF INVENTORY ONLY 2 KINDS OF PEOPLE WHY WOULD IT BE IMPT FOR U TO KNOW AND SPEND TIME ON THIS? WHETHER IT‟S CO-WORKERS, FRIENDS, OR RELATIVES. YOU NEED TO LABEL THESE PEOPLE. IT‟LL GO A LONG WAY IN HELPING YOU REALIZE WHY YOU ARE UNHAPPY.
Case 1: “Mr. & Mrs.Boyer” 39 & 43 both currently owned $250,000 10yr trm each. He‟s table 3, she‟s table 4. Carla in the chair – all papers prepared. I‟m on the whiteboard. When Natalie had a question I let Gary answer the question. $554 month premium. $1002.00 Carla bonus.
Case 2: “Keith & Jane Russell” Currently owned 150K 10 Year Term – Tina originally wrote 9 ½ years ago (joint policy) Tina worked heavily on the THINGS TO DO Form. Auto, Fire, Life and Bank End result: 1> Auto: raised limits of liab. and added Med Pay, H, R1, UM, S, Z coverage to the 3 h/h vehs. 2> Bank: Credit Card app. approved, quoted re-finance 07 Ford 3> Life: converted ½ 150K to UL on the both of them, quoted 3 granddaughters 25K 15 pay Life 4> Fire: wrote boat policy and discussed homeowners policy for 2008 ??? Premium Tina Bonus $800 – more $$$ to come from this h/h
Case 3: “Razz” I‟m going to go buy a condo. No you‟re not!! – (Financed through NOLA Lending – strategic alliance w/the lender) $200,000 down $34,000 year for 10 years Age 75 (1.7 in liquid assets & had NO LIFE Insurance) Final Commissions $24,167.79 Premium Credit $54,769.88 Created $655,000 Death Benefit - $218.3K for EACH of the Three Beneficiaries Tandem w/Tina – she later implemented a Long Term Care plan for $8400 – put on Instant Decision Credit Card we sold on appointment –Med Supp still to be discussed.
What does your Team Members WANT? 1>Your Team Members wants an agent that they can be proud of. 2>Your Team Members wants an agent that they don’t have to make excuses for your negative or non-productive behaviors. (North Carolina Agent Story) 3>Your Team Members, like your kids, watch everything you say & do or DON’T DO! 4>Your Team Members, like your kids, need your direction & structure every step of the way. Especially, when they tell you they don’t need it. 5>Your Team Members, want a REAL AGENT. Not just one that has the Title. TO your customers YOU ARE STATE FARM. YOU are it. BE it!! BE the example!! 6> Your Team Members want to WIN! (DAVID BRIAN/DAVID WILCOX STORY)Copyright 2009 Marvelous Performance Systems
On embracing personal growth: “Without adversity --- there in NO PERSONAL GROWTH” “REAL LIFE exists in our “DIS-COMFORT ZONES” “Change is INEVITABLE, but GROWTH is OPTIONAL!” “Ships are safest in the Harbor. But that‟s not what ships are built for” “The Harder you work, the Harder it is to surrender”- Vince Lombardi
On moving people to action: (TeamMembers, Clients, Kids, or Peers) “I must be RED HOT to get you LUKEWARM” – Nidenberg
On setting limits & the risk of not committing to LOFTY WORTHWHILE Goals: “Am I busy getting results or am I just BEING BUSY without any real purpose or intention toward a worthwhile goal?” Marvism How High is HIGH if you don‟t know how HIGH, HIGH is?” Marvism “When NOTHING is CERTAIN, EVERYTHING is POSSIBLE” – Sign found in front of a destroyed Katrina Home “Can I truly embrace the gift of this day? Can I live like I am dying? Because I am. Hopefully just not on an accelerated pace.” Marvism
MOST IMPORTANT TAKEWAYSFROM TODAY’S MEETING??? FOCUS ON BEING SIGNIFICANT NOT SUCCESSFUL. EMBRACE HOW TANDEM APPTS CAN LEVERAGE YOUR PRODUCTION, TIME & TEAM COACHING IMMEDIATELY. YOUR “KATRINA” WILL COME. ARE YOU PREPARED TO RESPOND WITH CHARACTER OR REACT WITH INDECISION AND LACK OF FOCUS? DO YOU FULLY UNDERSTAND THAT YOU WORK FOR THE BEST DAMN COMPANY ON EARTH? BELIEVE IT!! 60 BILLION STRONG & GROWING. IN TOP 1% OF ALL BANKS & 8 OUT OF OUR 10 CLIENTS DO NOT YET KNOW WE HAVE A BANK!!! ARE YOU GETTING THIS?
Other Thought Provoking “Marvisms” to ponder Change is INEVITABLE, but GROWTH is OPTIONAL! Most people find BLAME easier than effort. REAL LIFE exists in our “DIS-COMFORT ZONES” Time invested in improving ourselves cuts down on time wasted in disapproving of others. We are all BORN unique, be careful not to end up dying as copies. Be OUTRAGEOUS!! It‟s the only place that‟s not CROWDED!! Focus on the DONUT. Not the HOLE. Ability is what you‟re capable of doing. Motivation determines what you do. Attitude determines how well you do it. – Lou Holtz
Which of these Significant Ideas Might I Embrace in 2009?Monthly 1 on 1 meeting: each agent and team member, with a prepared agenda, sit down and openly communicate on any matters either party deem IMPORTANT.Benefits of the 1 on 1 meetingSolves little problems while they are littleFosters open dialogue, which fosters trustIt’s not just the Agents meeting. Mutually BeneficialMonthly evaluation of goals & performance is discussedBoth Ways – “How am I doing as an Agent?”Both parties are held accountable for what was discussed in the prior month
More Significant Ideas for 20091. Have a high school student or son or daughter of a staff member migrate your name, addresses, & #‟s of all your policyholders into your cell phone. (They do NOT have to do this manually, 1 name at a time).2. Order from your AFO Razz report for the Top 200 Policyholders – Criteria Premium per Household, keep this list in several places. When commuting call your Top 200 with a “no-solicit” just touching base call. You will be amazed at the good will it creates.3. Homeowners without Auto and Auto without Homeowners. Before you go “Hog Wild” writing new business outside of your current book. Make 1 person (Your Agency Contact Specialist) responsible for (1) all x-dates in the house (2) finding C.D., 401k money (3) who‟s your life/health with and (4) set the Tandem appointment4. Agents, is your Team Selling around the Service Activities that must get done? Or is your Team Servicing around the Selling Activities that must get done?Point: If your Team continues to be comfortable just “servicing”, eventually they will serve NO ONE.
More Significant Ideas Voiceshot (Tim Lindon) 732-850-3491 Tim@TimLindon.com DartBoard Focus Organizational Chart Archiving Purple Folder System (what‟s your color?) Interview & Recruit Monthly Journaling Battleboard
On the subject of PRICE vs. VALUE: “In the history of recorded time, no customer has ever said, „Your Price it too HIGH‟ and meant it” - www.chuckreaves.com So someone looks at a Brand New Mercedes Benz and says, “it‟s too expensive!” Is it really too expensive or is it that “you just can‟t afford it”? (Do you understand the difference) “It’s very difficult if not impossible to SELL what you do NOT OWN”. How many team members carry low auto liability limits & yet you expect them to sell HIGH auto limits? It goes “against their grain”. Honestly – when is the last time EVERY TEAM MEMBER - including you - have sat down & had a full fledged Insurance & Financial Review? Why would we take care of others before we comprehensively take care of ourselves?
Box Box of Protection Fire (_____/______) LifeDisability (_______/_______)(_______/_______) Flood (________/________)
When you get “TIRED”….!” T ax-deferred Insurance Protection R etirement Income E ducation/Emergency Fund D isability Provision
Resources I relied on heavily on theway to Chairman’s Circle Kolbe.com (Conative Instinctual Testing, not Cognitive) TimLindon.com PossibilityInfinity.com (Wade Galt) Vistage.com TEC InTouch telemarketing Loyalty Program My relationships from ADP Class (Agency Development Program)
How can I stay plugged in?? By feeding your brain “DAILY” the right brainfood to offset the negative that is in our world. Subscribe to these FREE e-zines for your daily need. www.BrownRiceMarketing.com www.JimRohn.com www.JackDaly.com www.ZigZiglar.com www.ChuckReaves.com www.MikkiWilliams.com
Required Reading (Books you re-read every year) “A person who REFUSES to read and study is no better off then a person CAN’T read and study” The Bible How to Win Friends & Influence People – Dale Carnegie Magic of Thinking Big – Maxwell Maltz Think & Grow Rich – Napoleon Hill How to Master the Art of Selling – Tom Hopkins From Good to Great – JimCollins Top Performance – Zig Ziglar 7 Habits of Highly Effective People – Stephen Covey The 8th Habit – Stephen Covey One Dead in the Attic – Chris Rose