This document discusses attracting and retaining customers in the insurance industry. It explores why people are attracted to insurance, focusing on financial, social, inspirational, and spare time motivations. It then examines how to build a customer base through an emotional rather than logical approach, and allowing customers to motivate each other. The most successful insurance agents are described as having real-life experience, achieving good results, high energy, enthusiasm, and activity. The objective is outlined as increasing activity within the existing customer base and helping them expand their own customer networks. Common pitfalls for implementation are also listed, such as weak recruitment, underestimating time and effort needed, and lack of widespread involvement.

1. Back to Basics
Evolving from ourselves

2. Who do we attract ?

Lower / Middle / Higher class of people

Why people get attracted to Insurance ?

Financial wants

Social wants

Inspirational wants

Spare time


3. How simple is our Message ?

People join because it is fun

People do not calculate exact income and join

People join emotionally but not logically


4. How easy is the career/business to understand ?

How believable is it ?

How do we treat people ?


5. Why do people become unproductive?

Because uninspired

Because not lead properly

Not because unmotivated

Because not trained

Negativity from prospects / friends


6. Why do people stay?

Belief in the organization

Belief in the leadership

Recognition – Feel good factor

Growth – their business is growing

Money – saw the money


7. How is customer base built?

Emotional but not logical

Multiplicity duplicating multiplicity

Customer base builds customer base

We can only inspire them

They can motivate themselves


8. Who are the most successful

Those with real life experience

Those who apply themselves and achieve good results

Those with high energy

Those with enthusiasm

Those with activity

Those with natural ability


9. How can we inspire them ?

Recognition

Field involvement

Conferences

Tools

Structure

Leadership

Advertising

Creativity

Enthusiasm


10. What is our Objective?

Have more activity within our customer base

Assist them in building their customer base

Retain them in our customer base

Ensure Activity

Consistently

 Constructively
 Cost Effectively
All of the above


11. Ten Classic Implementation Pitfalls
Weak Screening & Recruitment

Underestimate the Time, Amount and Duration

Ineffective Team Work

Lack of Widespread Involvement

Unclear Goals and Expectations


12. Ten Classic Implementation Pitfalls
Failure to Listen to Complaints (Resistance Goes Underground)

Failure to Monitor Changing External Environment

Inadequate Capabilities and Skills of Employees

Shifting Priorities or Competing Distractions

Failure to Manage Interdependencies
