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Inspection and Accountability with the Needs Based Laptop Presentation

Inspection and Accountability with the Needs Based Laptop Presentation. Agency Owners Meeting Fall 2013. What’s in it for you?. Remember the laptop presentation is key to your agency growth. It’s not as much a sales tool (which it is) as an agency building tool.

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Inspection and Accountability with the Needs Based Laptop Presentation

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  1. Inspection and Accountability with the Needs Based Laptop Presentation Agency Owners Meeting Fall 2013

  2. What’s in it for you? • Remember the laptop presentation is key to your agency growth. • It’s not as much a sales tool (which it is) as an agency building tool. • You have to inspect the integrity of the system, otherwise your new agent growth will be stunted.

  3. Key to Inspection and Accountability: Clarity Have a clear: • WHY • EXPECTATIONS • ACCOUNTABILITY To get a clear: • RESULT

  4. Why and Expectations: Call Night Tracker

  5. Opportunity Sheet • Clear, concise and easy to inspect schedule

  6. Accountability: WAR Report

  7. Additional Inspection Points • Call previous day’s appointments. • “Schedule Crashing” • Pick an agent and run their schedule with them. • Don’t let the agent know you are running with them until you go into the field. • Only need to do this once or twice a week to be effective.

  8. QlikView Basics • Data is captured off agents laptops and displayed weekly. • It is released to you on Friday, showing the data for the week ending the past Thursday (what was just sent to the mainframe) • 3 main parts • Filters • Tabs • Actual Data that is displayed

  9. Filters

  10. Date Ranges • You can use qlikview to find either point in time data or historical averages. • Easiest way to work with the data is to export to excel and create worksheets with multiple weeks of data to compare and analyze trends.

  11. Hierarchy Levels • See data by all agents in an AO agency • Also by: • SA (Jan. 2013) • AD • This will allow you to look at trends not just in the agency as a whole, but by AD. • Now you can focus specifically on where the issues are. • Also make sure your managers are on point.

  12. Tabs

  13. Weekly WAR Report • Gives you the best snapshot of what’s going on in your agency. • The tab tells you 3 basic things: • Presentation data • Referral data • Downclosing and sale size data

  14. How to Use in Your Agency • Use the data filtered by AD for meetings • You can create a report comparing your ADs to each other and your agency standard • You will also see each agent under the ADs. • This is a great report for inspection with the ADs, agents and managers

  15. Main Spreadsheet

  16. Sales Duration • Easiest way to quickly inspect if videos are being skipped. • 4 sections of presentation • Presurvey: Introductory Offers and Referral Collection • InOff: Survey to Close • FinOff: Closing • FinSale: Filling out the App

  17. Sales Duration • More helpful when you look at this at the agent level. • Use this tab to investigate data that doesn’t look right. • Sale size, referrals, closing %, something is off, look at that agent’s specific Sales Duration report to see what’s going on.

  18. Sale Duration

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