the 7 critical processes that drive phenomenal...
TRANSCRIPT
The 7 Critical Processes That Drive Phenomenal
Growth
# 1 Get the RIGHT people on the bus
• “Good to Great” by Jim Collins
– Great things happen with great people, but nothing happens with bad people.
• Hiring Process
Are you satisfied with the people on your bus?
Hiring Process
1) Place Ad2) Pre-interview
3) IdealTraits – Personality Profile4) Interview5) Staff interview6) Go home and think about it (3 days)7) Second interview (LSP shadow)8) Go get Licensed9) Collect dec pages $1010) Hired when they pass state exam
# 2 Training and Imprinting
• Day 1
– Importance of not selling
– “Tool box”
– P.D.R sessions
– GPS Dialer (fail 1000 times!)
Who are your people learning from? Sales people will create their own process if not given one...
# 3 Building Rapport• Searching for the
correct bait
• Write it down, stick with it– “45 minutes”
• Show genuine interest
With training, LSP’s must listen closely to find the correct lure.
• F.O.R.M.
# 4 Face to Face Interaction
• DO NOT run MVR prior to meeting
• In office and/or in house appointments
• Staff introductions
• Circle back to clients “hot buttons”
Increases close rate, cross sales, retention and ACES scores.
# 5 Building Irresistible Value
Increases close rate, cross sales, retention and ACES scores.
Q. How often do people buy when VALUE exceeds price?
A. EVERYTIMEB. 100% of the timeC. All the timeD. All of the above
# 5 Building Irresistible Value
but what if their apple looks like …
or
They want ..
# 5 Building Irresistible Value
Don’t sell this .. SELL this ..
Customers buy juicy oranges, not rotten apples.
# 5 Building Irresistible Value
• What are some ways we can build value in your LSP’s, Agency and Allstate?
• What do we / you have that no other company offers?
• What can you do help them remember to be the “Orange”?
Is your agency selling bad apples, or juicy oranges?
# 6 Quote Volume
Quote Volume X Talent = Sales / Success
# 6 Quote Volume
# 6 Quote Volume
Internet Leads
# 6 Quote Volume
Internet Leads
Chamber of Commerce
Client Referral Contests
Telemarketing
Ray C’s
Mortgage Referrals Trade Shows / BBQ’s
Car Dealerships
# 6 Quote Volume
Activity Tracking – daily, weekly, monthly, yearly
Pipeline and activity log is texted daily
# 7 Inspect What You Expect
