80-20 Producer Coaching Program
Proven Strategies To Grow A Monster Book Of Business FAST
Turnkey P&C Sales System - ALL FORMS AND SALES LETTERS INCLUDED
The turnkey 80/20 Producer Coaching Sales System has been developed by a commercial lines producer with over 30 years of experience. It is not theory. It is not a gimmick. My system works because I learned the hard way how to get out of this DANGER ZONE and grow my book of commercial business irrespective of market conditions. And, I want to pass my years of experience and knowledge to you, and see you and your agency grow FAST. Provided in book form titled “Put The ING Back In Selling.” Contents include:
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Mad Dog Time Management For Insurance Producers Here you will learn all the basics of using your #1 resource – TIME – and how to leverage it to your sales advantage. A lot of salespeople working 60 hours a week could accomplish much more in half the time if they knew how to work more efficiently. At the end of this session you will leave highly FOCUSED, aware of where your time is going and how to stay on track. The best part about our system is that you will have the tools to not only work smarter, but also enjoy the fruits of your sales success!! |
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The Insurance Producer’s Backpack For Perpetual Success Because it’s an intangible product, selling corporate insurance can be extremely difficult and challenging in the best of circumstances. In the long run, an insurance sales person needs a set of tools and techniques that, if applied throughout the sales process, will keep them on the path to success. Here you will learn:
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Niche Marketing 101 Niche marketing is far more than merely selecting an industry that your underwriter, on a given day, says they want to write. Using a niche that you are currently considering to pursue (or are currently pursing) you will now learn how to conduct a thorough analysis of your niche based upon a number of critical PRE-QUALIFICATION criteria. This process will lead you to ultimately proceed with a LEAD GENERATION campaign or to shelve the idea altogether. Once PRE-QUALIFIED, you will then learn how to develop a NICHE MARKET WAR PLAN. At the end of this section you will have skills that very few agents have, and a deliverable plan to go with it. |
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Getting Quality Leads In The Middle Market Unlike a lot of sales training courses that are “generic” in nature, we are going to use real-life commercial sales situations and walk you through the entire sequence of making the initial sales call. Here you will learn:
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Establishing Competitive Differentiation On The First Appointment The fact is that your prospect is fully expecting you to beg for a quotation opportunity. After all, that is what most agents have taught them in the past. Why should they expect anything different? This section is a mind blower because you will learn how to do some amazing things. First, you will learn how NOT to say the word insurance during your sales appointment. That’s right. You are not in the insurance business and are not looking to quote. Second, you will learn how to plan and conduct an incredibly professional sales interview that will quickly demonstrate that you are different and superior. Finally, you will learn how to quickly determine if it is in your interest to proceed and, if so, how. This session will have several role plays and should be a lot of fun |
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How To Pre-Qualify Your Sales Opportunity And Increase Results Usually, when a producer has a good sales call and gets approval from the prospect to quote, he or she immediately rushes out and starts filling out applications, hitting the insurance marketplace and getting quotes. At this stage of the sales process this should be the last thing on your mind. Why? Because at this point all you have is an opportunity to quote. In many cases you are no further along to actually getting the order than the minute you walked into the prospect’s office. The goal of this section of the 80/20 Insurance Sales System is to give you tools to avoid this costly trap. In this session you will learn:
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Leveraging Your Sales Skills And Knowledge To Create Massive Sales Differentiation Always keep in mind that throughout the sales process there is a third person in the room with you – the incumbent broker. There is a reason why there is a 90+ retention ratio in the insurance industry. We call this The Law of Incumbent Relationship Gravity. Unless constantly nurtured and strengthened, the prospect will fall back into the orbit of the incumbent broker, and you lose. It is our experience that once a broker reaches the GO/NO GO point, they make the mistake of gathering underwriting information, filling out applications, submitting them to underwriters, and doing all the other things needed to get a quote. The problem with this is that in most cases their relationship with the prospect, while positive, is not strong enough to surpass the INCUMBENT RELATIONSHIP GRAVITY. They may think it is, but they are only fooling themselves. In this session we will share a proven system that fundamentally breaks up the existing relationship between the prospect and his or her current broker – and begin to create legitimate business reasons for doing business with you. We call this the POWER BREAK and it is unique to the 80/20 Insurance Sales System. |
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Multiple Ways To Strengthen Your Position BEFORE You Bring In Your Proposal Always keep in mind that throughout the sales process there is a third person in the room with you – the incumbent broker. There is a reason why there is a 90+ retention ratio in the insurance industry. We call this The Law of Incumbent Relationship Gravity. Unless constantly nurtured and strengthened, the prospect will fall back into the orbit of the incumbent broker, and you lose. It is our experience that once a broker reaches the GO/NO GO point, they make the mistake of gathering underwriting information, filling out applications, submitting them to underwriters, and doing all the other things needed to get a quote. The problem with this is that in most cases their relationship with the prospect, while positive, is not strong enough to surpass the INCUMBENT RELATIONSHIP GRAVITY. They may think it is, but they are only fooling themselves. In this session we will share a proven system that fundamentally breaks up the existing relationship between the prospect and his or her current broker – and begin to create legitimate business reasons for doing business with you. We call this the POWER BREAK and it is unique to the 80/20 Insurance Sales System. |
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Making High Impact Sales Presentations That Close The Deal In football there is a term called “THE RED ZONE.” This is the area of the football field between the 20-yard line and the end zone. It is a critical area for the offensive team. They have been working hard from the kickoff to move the ball down the field with the ultimate goal of scoring a touchdown. Many a time the offensive team will get into the RED ZONE, only to fail to score. In the 80/20 SALES SYSTEM we call this the “GREEN ZONE.” The touchdown is where you get the order and go to the bank!! In this section we will not delve into the nuts and bolts of your proposal format per se. Each agent and brokerage firm has its own proposal format and it is not the purpose of this program to recommend changes. What we will be doing is discussing the following critical components of your presentation that must be used in conjunction with your standard proposal format:
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The FAST TRACK To Critical Mass Writing each account one at a time has been proven time and time again to be a very tedious, costly and time-consuming process – not to mention the stress on the insurance producer. In fact, over 85% of insurance producers will methodically start serving the policies written rather than move on to working on other prospects!! This session provides the insurance sales professional with proven techniques to SELL IN MULTIPLES and leverage the relationships they have worked so hard to establish and maintain. This is the “mother lode” of the insurance sales profession and is often overlooked. You will learn the following techniques:
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How To Break Through The Plateau Of Progress That Is Holding You Back Eventually all insurance producers reach a comfort zone. We call this the PLATEAU OF PROGRESS and, if not addressed, could lead to enormous financial surprises in the long run. This is particularly true for seasoned producers who have reached a comfortable income level and want to enjoy the good life. In this session we will explore why producers fall into this trap, what the financial and emotional ramifications are to the producer and the agency, and five proven strategies and techniques for raising the bar and exceeding your wildest dreams, including:
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Order Today
Stupidity is defined as doing the same thing and expecting different results. By ordering our turnkey 80-20 Producer Coaching Sales System you will receive the sales manual “Put The ING Back In Selling” plus a CD loaded with over 50 sales letters, flyers, marketing materials, forms and risk management checklists. Remember, you must close the deal before the quote is delivered. The 80-20 Producer Coaching Sales System gives you the information AND the tools.
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80-20 Producer Coaching Program 6688 Joliet Road Indian Head Park, Illinois 60525 Email: Info@80-20ProducerCoaching.com Website: www.80-20ProducerCoaching.com |