TEAM DEVELOPMENT Question: I have a TM that “wants” and “tried” her best. She is motivated by 1) Personal encouragement. 2) Big fat bonuses 3) Learning more about the products and gaining confidence to do better. She has been with me 18 months. She has hit minimum expectations 9 of the 12 months this year. …
We live in a chaotic time when there is a disconnect when it comes to “Customer Service”. This is true for customer service across the business world, not just your insurance company. To many companies in today’s world, “Customer Service” does not actually mean “Customer Service”; it seems to mean, “WE WILL TEACH YOU TO….service…. …
What you say, when you say it and how you say it matters. Sometimes your intention is not how you are perceived. A person has only seven seconds to make a first impression, so what you say first matters most. Here are several common phrases that can kill the deal before you or your team …
If you are going to be a success in this industry, you need to be able to tell stories. A good story can bring you success because it will capture the imagination and hearts of your audience. A great story is true. Consumers are too good at sniffing out the BS. Always tell true stories. Great …
“Customer Service is Expensive.” Of course it’s expensive. You’ll need to hire people that are kind and empathic. You’ll need to provide training and support and systems. You’ll need to avoid shortcuts and treat better people than the minimum expected. And you will need to trust your people to do what is right. But all of that expense …
We’ve had some of our top agents share their secrets to success. Take notes and see what you can do to take your agency to the next level starting this month! Deep Practice – Meet everyday as a team and practice before you perform. We practice and practice facing objections and resolve concerns daily, we …
This process is being added to the Agency Training Manual. Make sure to use it with your customers this week and watch the results! The “Triangle of Protection”: simple to explain, simple for the customer when drawn out. This conversation can be had with all homeowners, but it’s required for all NEW homeowners, as well …
As a recap from the past few months – remember, listen with the intention to understand, express empathy, ask questions and tell stories to draw the customer in and get them to see things in a new light. Last month we visited the “Let me think about it, I have to talk to my spouse first …
As a recap from last month – remember, listen with the intention to understand, express empathy, ask questions and tell stories to draw the customer in and get them to see things in a new light. Last month we visited the “I have it at work” objection. We quickly talked about how you can move through that …
Life Insurance objections are as common in this business as turning on the lights and powering up your computer. Preparing yourself and your team for how to properly respond to these objections will set you up for success, establish greater confidence with your team and cause your customers to trust you and act on your …
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