How to Convert CPR’s into AF Introductions

How to Convert CPR’s into AF Introductions The How’s and Why’s

The CPR Three Step Process • Setting the appointment • The EA or Staff is responsible for this • The Protection Review • The EA or Staff conducts the P&C review • The EA introduces the EFS during the review • ‘By the Way, have you met (EFS) yet?’ • Introduction is made in person and if not, in PDP • The EFS has 5-10 minutes to demonstrate how they can help the customer • Setting the follow up appointment • The EFS is responsible for setting the follow-up and developing the case

Step One Setting up the Protection Review appointment

Objectives • Create a level of importance with your customer about the work that you do with them • Conduct the appointments in person, avoid phone reviews whenever possible • Try to get both spouses to attend the review in your office • Be prepared for the calls and objections with pre-written scripts • Target certain customers for the in office reviews based on lines of business, marital status, children, age, and so on

Existing Customer • “As one of our valued customers, I’m calling to invite you in to our office for a customer protection review. With all the changes taking place, I want to be sure your coverage is up to date. The meeting will take approximately one hour and give us a chance to:” • Address all areas of risk.“I don’t want to wait until there is an accident or incident to find out you weren’t properly covered by me.” • “It will also give me a chance to introduce you to my staff. I want to be sure you’ll always know who to call when you have a question, issue or concern.” • “And lastly, I have a small gift for you.” • “With that in mind would you and (spouse) be available to come in next (day) at (time) or would (time) be more convenient?”

New Customer • “It will take three to four days for your policy to be issued. As a new customer I would like for you and (spouse) to come in to the office for the protection review. The meeting will take approximately one hour and give us a chance to:” • Address all areas of risk.“I don’t want to wait until there is an accident or incident to find out you weren’t properly covered by me.” • “It will also give me a chance to introduce you to my staff. I want to be sure you’ll always know who to call.” • “And lastly, I have a small gift for you.” • “With that in mind would you and (spouse) be available to come in next (day) at (time) or would (time) be more convenient?”

Tell you customer you will be reviewing all of their policies and coverage’s to make sure they are managing their risks properly Tell you customers they you have an all encompassing process Tell your customers that you have a financial professional in your office Invite your EFS to the meeting When you set up the CPR

Step Two The Protection Review

Objectives • Establish the agency and staff relationship to the customer • At the end of the review the customer should be able to put a face with a name for everyone in you office. Remember, when your customers call you have to be able to differentiate your office and the valuable service you provide • The EFS should be available and in the office whenever possible, so let them know when you have scheduled the reviews • Conduct the review in a conference room or office whenever possible

Protecting you and your Family • “As I said when we talked on the phone, (With all the changes taking place, I want to be sure your coverage is up to date). That means when something happens to you or your family, you will be properly protected. I say properly, because in today’s world they make it too easy to purchase the wrong type of coverage and you often don’t find out until it’s too late. As your agent, I take my responsibility very seriously. I want to be sure we take this time to address all areas of your coverage. ”

Introduce your EFS • “The next area I would like to address is financial services. By this I mean your life insurance protection, your retirement plans, and what you are doing to keep them up to date with the changing times. You may not be aware that Allstate is a full product and service company, and in an excellent position to address these areas regardless of what you’ve done to date. I partner with a Financial Specialist who does a great job reviewing the needs of my customers. I’d like to introduce him/her to you at this time.”

The EFS Presentation • This should last from 10-15 minutes • The EFS must be able to explain how they can help the customer and get them interested enough to set a follow-up appointment • PSB, RSB, BSB, ESB all are acceptable • Remember this is not a sales or product presentation. It is about the quality of service the EFS can offer and building trust.

Step Three Financial Services Follow-Up

Objectives • The EFS is to set follow-up appointments with the customers for more in-depth financial services discussions • Run the appointments in the EA’s office whenever possible • It will not be necessary for the EA to attend the follow-up appointments because they have effectively transferred their influence to the EFS • Set the expectation of 6-12 month future reviews and set the date • Communication between the EFS and EA must be effective and frequent (PDP)

“During our meeting, you expressed a concern for the performance of your retirement savings. I have a couple ideas I believe would be helpful to your situation. Would you be available next (day) at (time), or would (day) at (time) be more convenient?”

Consider Your Agency’s Financial Services Process • In our agency we help our customers with all of their risk management needs • I have a financial services professional who will take you through our financial review process Allstate Financial Services Review

Our Approach Addresses Your Needs By… • Protecting Your Family • Protecting Your Income • Protection Your Assets • Protection Your Future

How to Convert CPR’s into AF Introductions