peek into a sales & marketing brokerage
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A Peek Inside a Sales & Marketing AgencyBrian BartoshTop o’ Michigan Insurance Agency
Peek into a Sales and Marketing BrokerageBRIAN D. BARTOSH, CIC, LUTCF
PRESIDENT, TOP O’ MICHIGAN INSURANCE
Who am I?
Entered the Insurance Industry in 1979
Principal of Top O’ Michigan Insurance
Distribute from 9 Branch Locations and the Internet
Sales Management of 6 Producers
Involved in Technology since 1985
Strong proponent of Workflow Management
Utilization of Technology has been are success
Introduction Take Risk
Focus on Business Intelligence
Apply them to Sales and Marketing
Our Sales Culture
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
Goals What do you need to know?
Close Ratio
Retention Ratio
Average Revenue per Account
Average Commission Rate
New versus Renewal
Need to have a Target
Greater Sales Growth
Track Activity – Not Production Transactions
Goals should be based on the Activity required
Use the data to make the best plan
Provide Sales Results in Real Time
Don’t make it the Monday morning news
Support the Plan Introduction
Phone/In Person Contact
Diagnostic Appointment
Quoting and Rating
Proposal
Sale/No Sale
Matching up your Workflows
Use your Data
Data Integrity
Analyze the Activity
Identify the next action
Personalize the Message
Business Intelligence
Open Discussion
Let me know your thoughts and questions
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