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Top 10 Reasons to Stay in Touch – Are You?

Recently spent almost 3 hours with two of the brighter minds in the insurance industry and I am blown away how far behind some agencies are in today’s marketplace. Don’t risk being one of the casualties. This business is NOT rocket science. Little known secret – a close friend of mine is a rocket scientist. I consulted with Ron a couple of years ago, took his photo and keep it on my phone to share with anyone I am teaching because my friend, the rocket scientist, confirmed this fact – This business is NOT rocket science

KEEP IN TOUCH WITH YOUR CUSTOMERS AND PROSPECTS – ALL OF THE TIME

Here are the Top 10 Reasons to stay in touch and thoughts from the author:

1. Most businesses lose 10-17% of their business every year.
Thought: While I realize this likely does not apply to most of you, you are still losing business. Why? Do you have a relationship with your clients, prospects and COI’s that will stand the test of time and any other forces that might interfere? The easiest money you’ll ever make is the money you are already making (your clients and past clients)

2. 62% of your clients aren’t taking advantage of all of your products or services.

Thought: Again – The easiest money you’ll ever make is the money you are already making (your clients)

3. 91% of our customers say they would give us a referral, but 80% haven’t been encouraged to do so!
Thought: This I do not understand…I am sure everyone on your team is scripted to ask for  referrals every time they communicate with someone, don’t they? Each outbound contact includes a “motivator” in every email, outgoing envelope, etc. Everyone on your team is also motivated monetarily to act. Right?

4. Simply saying “thank you” to your customer will increase your business by 17%.

Thought: This one is easy. Every time your team speaks with someone, this is automatic. Isn’t it? And they are writing a minimum of FIVE thank you notes a week. Right?

5. You lose 10% of your influence for every month that you don’t have contact with your client.

Thought: Another no brainer….true? We communicate with our marketplace at least one to two or more times a month (email, newsletter, faxes etc)….don’t we?

6. A 5% increase in customer loyalty could yield 20-80% to your bottom line.

Thought: Ah the Pareto Principle. We build loyalty consistently, especially with our VIP clients, don’t we? For example, we send a special VIP package every month, right?

7. Studies show that an average prospect won’t do business with you until they’ve seen or heard from you
or your message at least 7 times.

Thought: Finally, an easier question…..we have an automated, automatic follow-up system that contacts our prospects a minimum of SEVEN times, in different ways (email, snail mail, fax, voice broadcast, video landing page). Don’t we?

8. 79% of all trade show leads aren’t followed up with. Most business from a trade show comes from the vendor following up with the prospect.

Thought: Ok. Maybe you don’t do trade shows, what about networking events or other social gatherings. We always send a hand-written note saying “good to meet you” etc including credibility boosters….right?

9. 66% of your business within the next year will come from your sphere of influence.

Thought: Opportunity knocking? Well, if we are executing on 1 through 8 above, then maybe this applies.

10. Only 3% of the mail we receive is personal.

Thought: Dare to be different and STAND OUT from the crowd!! If you want to be like everyone else, do what everyone else is doing and get the same ol same ol results.

YOU are in complete control of your destiny.
What is working for you? Why or why not? As marketers, we test. Are you testing consistently?

The above thoughts and comment did attempt to be a bit humorous until I really started thinking about my own team in the “Living Agency Laboratory”….. gotta run, we have work to do!

Last thought: The only time success comes before work is in the dictionary!!

If you have questions regarding this article or if you would like to learn more about the Unstoppable Profit Producer Program, Call 800-770-9984 or Email [email protected].

P.S. Be UNSTOPPABLE!

Hiring the Gifted Team-Part 3

Please accept my apology, this is long over due. Our total protection team continues to explode our agency.

Here is a real world sample of the exact autoresponder sent to prospective applicants who get past the first two steps. I am continually amazed at the number of qualified people who cannot follow directions!!

*******************************************
Hello $ToFirstName$,

Thank you for requesting more information about a position on our team. In this email, I want to accomplish several things all designed to save both of us time and effort:

1. Provide a list of requirements and expectations.
2. Provide more detail on the job description.
3. Provide some information about us.
4. Explain how to apply if you decide to pursue this opportunity.

If you can meet all of the following requirements and expectations, I hope you will continue with the next step of our hiring process.

* We are located in anytown, TX. You must be able to get to work reliably.

*Work hours are 8:30am to 5:00pm Monday through Friday. Lunch is 30 minutes and all team members are on flexible lunch breaks.

*You must get to work on time, period. You know yourself, so be honest right now. If you can’t get to work on time, please don’t bother applying.

*You must have excellent computer skills and be open to increased automation of all tasks. We file and fax electronically. We strive to eliminate paper wherever practical. While you do not need prior experience with electronic filing, you won’t be happy here if you are addicted to paper or afraid of computers or automation.

* A high level of proficiency in MS word, MS Excel, MS Publisher and MS Power Point is required

* You must be able to change job tasks on a dime

* You must be able to spell, do basic math functions, and have solid written communication skills

*You must have a positive, upbeat attitude.

*You must be honest and ethical too.

*You must be committed to work when at work. We do have a friendly, fun environment but it is work which is why we pay you. If it was all fun, we’d have to call it an amusement park and charge you to be here.

*Similarly, excessive contact with non-business persons during the work day isn’t tolerated. Everyone has a life. Some personal business must be conducted during work hours. Car’s in the shop, kids checking in after school. Understood. However, such contacts must be kept to necessary contact only – that includes emails too.

*You must be committed to learning. Change is constant and fast in our office. Streamlining and automating systems and procedures, new tools and software, and the ever-changing insurance world. If this scares you, you probably won’t be happy here.

*You must be able to work independently and be organized.

*You must be willing to follow procedures. Some things need to be done a certain way. Other things may require creativity and personal choice. When there are procedures, you must be able to follow them.

*You will work with several account managers. You must be willing to work as part of a team.

If you’re still reading at this point, here’s some information about the job itself. You do not need experience in all the areas, but the more the better of course. Responsibilities include:

*Processing support for licensed agents including data entry, electronic filing, and correspondance.

*Light bookkeeping in support of policy transactions.

*Preparing various insurance documents.

*Additional interface with customers including outbound phone calls to customers to gather data.

* Every day is different. Always a busy and changing environment. Marketing every single day is a must.

*Any other clerical or support tasks as requested. In other words, whatever we need done related to the business.

If you think you qualify and would enjoy this job, then here is some information about us and our benefits:

We are an independent retail insurance agency. We represent many insurance carriers.

We’ve been in business since 1977 and been family owned since 1982.

We presently have a staff of ?? full time persons and ?? part time people

Our benefits program is excellent. Currently it includes:

*Health

*Life

*Retirement Plan

*Paid time off which includes

* ?? paid holidays per year.

*Bonus and incentive plans after a specified period of employment.

If you are interested in applying for this job, please send me your resume and your salary requirements:

1. By email to [email protected] DO NOT reply to this email.

2. The subject line of your email must state two things:

a. Your first and last name
b. winner

Thanks for your interest

Super Team Leader
President and Team Leader
Future Mega Agency
******************************************

Once a qualified person responds to this, you should have a resume. Personally, I am looking for:

1. ability to write well.
2. not too many jobs in the past 5 years (loyalty to team)
3. intagibles

At this point, if you want to go to the next step, 1-2 aptitude tests are in order. This will be the next blog in our “Hiring the Gifted Team” series. Stay tuned.

How about you? Share your experiences, good and bad, to help others.