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Introducing

It ’ s time to take another look at PL. Introducing. Three Steps to Personal Lines Profits. 1. 3. 2. Implement a Sales Culture. Leverage Technology Tools. Cultivate Your Current Clients. Learning from PLGA Members what works. 1. Implement A Sales Culture. Training and Incentives.

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Introducing

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Presentation Transcript

  1. It’s time to take another look at PL Introducing

  2. Three Steps to Personal Lines Profits 1 3 2 Implement a Sales Culture Leverage Technology Tools Cultivate Your Current Clients Learning from PLGA Members what works

  3. 1 Implement A Sales Culture Training and Incentives

  4. Getting Startedwith Training It’s as simple as, “Would you like fries with that?” If you don’t ask the question, don’t expect to hear “Yes.” “Ask” Service vs. Sales • It’s not an “either/or” but rather a “both/and.” • Review your hiring criteria. • CSRs think Service; a change in title can change a mindset.

  5. Difference between Service and Sales Become a “Pro-active” service agency by ensuring all your clients are fully covered to protect all aspects of their lives. Service is re-active. Sales is pro-active.

  6. 2 Cultivate Your Current Clients A Wealth of Prospects Already Exists in Your Current Book

  7. Are you stacking the deck? When you look at your average account, how many policies have you written for them? Are you forgetting some? On average, Independent Agents write 1 – 2 policies per account! Policies Per Account • Auto • Homeowners • Umbrella • Life • Annuity • Vacation home • Workers comp • Travel What about you?

  8. Account Rounding Sales is really all about servicing the client!

  9. New Personal Lines Business from Commercial Accounts Have you written personal auto, homeowners and umbrella coverage for your business customers’ key personnel? What about work comp for their domestic help?

  10. Exciting new options What about worksite programs for your commercial clients’ employees? It’s an added convenience at a time of diminishing benefits.

  11. 3 Leverage Technology A blended marketing approach of traditional & new methodologies

  12. Social Media Great platform for defining your brand and the personalities that make up your agency’s culture. It’s about introducing yourself to prospects before they meet you.

  13. The Power of Video Video messages can be very personal, and very simple to shoot and post. Link to them in your tweets, blog and Facebook posts and/or directly on your website. Video email is a great vehicle for personalizing those one-to-one messages, confirming appointments and invitations to live webcasts.

  14. Your Agency Website • How user friendly is your site? • Are there self-service options? • Do you have a blog? • Video? • Can consumers find information about insurance issues? • Is it more than an online brochure about your products and services? Does it reflect your agency’s brand? It should!

  15. What are you waiting for?

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