Follow Steps to Logical Process of Qualifying
American Agent & Broker › Vol. 81 Nbr. 11, November 2009
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Summary
The author previously worked as a producer at a large agency. The culture among the sales team was, "Just look busy and walk with purpose and urgency and the brass will leave you alone." Old-time agencies operating under these dynamics have above-average marketing costs, strained relationships with their carriers, a below-average profit margin and their revenue per producer is below a long-term survival rate for the producer and the agency. Here are steps on how insurance agents & brokers change the outcomes: 1. Obtain the tools to do the job. 2. Find or create a database of no less than 500 "suspects" to work with each year. 3. Create your sales activity pipeline. 4. Re-qualify the prospects based now on coverages, carrier service and cost issues. 5. Create a complete and comprehensive list of issues to work on once they have reviewed the carrier's service, costs and coverage issues.
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Extract
Follow Steps to Logical Process of Qualifying
In September's article, I challenged you to create 60 or so questions to use as basic preparation tools for beginning the sales process. We often see producers with full pipelines of useless prospects with a 75 percent failure rate. Why are these prospects in your pipeline? The answer: "Because my sales manager ...
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