Grow your agency in October with these great tips.
1 – Know Your Client
Be alert to details that matter to the client and recognize what makes every encounter with each client unique. Our brand promise, “Because You’re Different,” hinges on employees knowing their distinctive clients and sustaining a positive relationship. Tell your client what you are doing for them that they might not know about and make a point to ask them questions about their business. – Jackie Donnelly, Heffernan Insurance Brokers
2 – Link Up
Ask key commercial clients for their permission to include a link to their websites on your agency’s website, show case them in a blog post, monthly newsletter, the sky is the limit. You can bet they will give you their OK and will probably appreciate your loyalty to them, building a rock-solid relationship and a long-term client – it’s a win-win!
3 – Customer’s Shoes
Put yourself in the customer’s shoes. Think: “If I were them, what questions would I ask?”. TIP: Ask great pointed questions and zip it (two ears, one mouth).
4 – Referral Partnerships
Enter into a mutually beneficial agreement with a referral partner (i.e., accountant, car dealership) with the objective of sending each other hot leads. Year after year 25+% of new business in my agency comes from Referrals!
5 – Umbrellas
Sell increased limits on umbrella policies. Invite personal and small commercial lines umbrella insurers to increase their policy limits beyond $1 million. Many CSRs and producers write a small umbrella once – and then forget to suggest adding another million, or more when the account is reviewed.
6 – Promote 100% of the Ways to Reach You
Promote your phone, fax, email, website and office location(s) on all of your marketing. This could include business cards, brochures, emails and social media. Anywhere you have your agency logo, every other way to reach yo0u should follow too!.
7 – Screen Share
It’s not always possible to get an in-person appointment. Using easy-to-use screenshare technology (such as Join.me, Skype.com, GoToMeeting.com, FreeConferenceCall.com, etc.) is a good way to share a presentation, or go through your website while you’ve got the prospect or client on the phone.
9 – Great Customer Service
It’s not a secret tactic, but it is the most effective one. When our agents provide customers with outstanding service, they show their appreciation by giving us referrals. As Walt Disney said, “Do what you do so well that they will want to see it again and bring their friends.”
10 – Give Them Something
My mother always taught me to never go visit someone empty handed, this has always served me well. Never leave your client or prospect empty-handed. Give them something useful and informative that will make them think of you every time they see it and use it.
11 – Tracking Metrics
Growing agencies have one thing in common: They track where every new piece of business is coming from, so they know which marketing efforts are paying off. They also track the number of policies per client, so they know whether they are building deeper relationships.
Contact Mike Stromsoe’s Unstoppable Profit Producer Program for tips and help on how you can generate new income for your business.