Selling Systems

Jim Eggleston

Everything you do is system driven.Why? Because systems work!

• You use a system to create quotes

• You use a system to write new policies

• You use a system for processing claims

• Why? Because systems work!

Create your own “Selling” System

• Identify your objective (focus on one thing)

• Create a means to keep track of your activities

• Set aside time every day to implement your plan

• Measure your results and grade yourself objectively

Create your own “Selling” System

• With your own selling system:– Selling becomes a priority that happens every day

– Selling is no longer a chore, because everything you need is in place.

– You’re able to establish measurable, objective goals

– By measuring your success at various activities you can adjust, modify and continuously improve your results.

– You will be more successful with your selling efforts!

Your Selling System Plan• Who are you going to sell to? There are many types

of prospective customers– Up-sell additional products to existing customers

– Network to find new, receptive prospects. (Referrals)

– Call prospects based on trigger events in their lives• Expiration of insurance or life events (age 25, 45, 62)

– Pure cold calling (ugh!)

• Which do you like best?

• Where so you think most people start?

Your Selling System Plan

• When are you going to contact them? – When you’re thinking about selling them insurance? (Cold calling)

– When they’re thinking about buying insurance? (Trigger event)

• Timing is EVERYTHING!

The Up Sell Opportunity

• Follow-up call to customers after they have had a claim.

• Customers are thinking about insurance and are happiest and most receptive after they have had a claim settled.

• Always call customers before they renew a policy for up sell opportunities.

• Customers are thinking about their insurance and any opportunity to save money.

The Up Sell Approach

• Recent claim– I sure am glad we were able to take care of your recent

claim. I’m happy no one was hurt. In reviewing your coverage I was thinking it may be wise to increase your umbrella liability coverage. For very little money you can get a whole lot of protection. I priced it out and for only $20/month you can get an extra million in coverage.

The Up Sell Approach

• Upcoming renewal– In reviewing your coverage, I noticed that we haven’t even

had a chance to even quote on your auto policy. Could I send you a quote and see if we could save you some money. By rolling it into your homeowners policy you could save money on both.

The Referral Opportunity

• Recent claims and recent policy renewals represent outstanding opportunities for up-sell and referral leads.

The Referral Approach

• One of the ways I grow my business is to ask my customers for their help. Would you consider helping me out? Since we’ve worked hard to take care of your claim/save you money on your policies, I thought you might help by referring me to one of your friends or neighbors to see if I could save them money on their insurance.

The Expiring Policy Opportunity

• Remember, the best time to sell is when your prospect is thinking about buying.

– Ask prospects when their policy expires

• Many don’t know or if they do won’t tell

– Use a service that identifies upcoming policy expirations.

• Colexdates.com

The Expiring Policy Approach

– Hi I’m Jim Eggleston, your local Allstate Agent

– I currently insure several other homes in your neighborhood and I would like to see if I could save you money on your insurance.

– Would it be okay if I sent you a quote?

– Great, I appreciate the opportunity. If you could just answer a couple of questions I’ll get the quote right over to you.

Simplified Sales Tracking

– You don’t need a computer or complicated expensive contact management software.

– All you need is a spreadsheet.

– It’s far more important to have a simple and easy method to get you started.

– Software never will make you more successful, but later on you may want to add software to make you more efficient.

Claims & Renewal Leads trackingFebruary Claim Leads

Claim Policies Up Sell Referral

Date Client Phone Claim $ Amount Property Auto Power Sport Jewelry Other Result Commission $ Result Phone Ins. Expire Mth2/1/2011 Bob Smith 402.968.1234 Hail Damage $8,500 X No $0 Mike Jones 402.968.9876 January

2/2/2011 Jack Marshall 402.968.5642 Accident $15,400 X Property $700

February Policy Renewal LeadsRenewal Premium Policies Up Sell Referral

Date Client Phone $ Amount Property Auto Power Sport Jewelry Other Result Commission $ Result Phone Ins. Expire Mth2/15/2011 Jim Jensen 402.968.5615 $5,000 X X

$700 Total commission

Expiring Policy Lead tracking

First Name Last Name Address City State Zip Phone Purchase Date Purchase Amount Est. Home Value Date Called Offer Result Commission

JAMES MCCRACKEN Removed for privacy OMAHA NE 68118 Removed for privacy 3/21/2010 $225,000 $206,000 2/1/2011 Property Quote $0

CHARLOTTE GRAY OMAHA NE 68118 3/21/2010 $305,000 $322,000 2/1/2011 Property Sold $350

RICK POSKEVICH OMAHA NE 68118 3/21/2010 $205,000 $178,000

NUSRAT JABEEN OMAHA NE 68118 3/14/2010 $124,000 $126,000

GANESHA BETANABHATLA OMAHA NE 68118 3/7/2010 $274,000 $335,000

JOSHUA BORER OMAHA NE 68118 3/7/2010 $458,000 $576,000

JAMES LONGSHAW OMAHA NE 68118 3/29/2009 $475,000 $432,000

CHAD SHIELDS OMAHA NE 68118 3/22/2009 $169,000 $168,000

TOM DUGGIN OMAHA NE 68118 3/23/2008 $203,000 $201,000

LINDSAY IVERSON OMAHA NE 68118 3/23/2008 $120,000 $115,000

MICHAEL CORRIGAN OMAHA NE 68118 3/23/2008 $650,000 $599,000

JANEL KRUSE OMAHA NE 68118 3/23/2008 $358,000 $407,000

CHRISTOPHER TOTH OMAHA NE 68118 3/23/2008 $311,000 $372,000

Total Commission $350

Summary

• Identify your objective (focus on one thing)– Trigger events (claim, renewal, expiration, or life event)

• Create a means to keep track of your activities.– Simple spreadsheets not complicated software

• Set aside time every day to implement your plan– Every day. Really, every day!

• Measure your results and grade yourself objectively.– Honestly assess what is working and what is not.

Questions?