Left unchecked, this is potentially the biggest loss of revenue an agent or agency can experience.
And NO ONE is immune to it.
Long time subscriber Andy sent me the following question:
“My number 1, left back in August after 9 1/2 years. She has now, gone to work for a competitor and apparently calling my clients. Ever dealt with this? What’s my number one strategy to cement these clients with my agency?”
As I teach in the MASS COMMISSION program the best strategy is to use the “Pre-Emptive Strike” method.
In a nut shell the pre-emptive strike can be used in many different applications. The concept is this: You must contain the bomb before it goes off.
Think about it.
Imagine the folly of calling in the bomb squad after an explosion and telling them to put everything back together. It’s a ridiculous prospect.
However, calling them in BEFORE the bomb goes off, to pre-empt the disaster saves lives, time, and money.
There’s no way to put the bomb ‘back in the box’ once it goes off.
The same goes for this situation.
He asked ‘what can I do to cement these clients with my agency.”
However, this rarely happens. Most of us have CSR’s or account managers that talk to our clients MUCH more than we do. Of course that’s by design, we can’t talk to them all, but we also can’t afford to let them build relationships stronger than our own.
That’s exactly what my new video is all about. The answer to this question, and also to the issue of making sure that when, not IF, but when a staffer leaves, they have no power to seduce your clients to follow.
Go check it out on www.massretention.com/vid3
Now to answer the real question, what should he do immediately to prevent the hemorrhaging of clients.
The answer lies again in the pre-emptive strike.
You must communicate with all of your clients immediately via email, voice broadcast (if you have their permission), direct mail newsletter, and online video.
Fast action is critical to develop relationships, get them to like you, express thanks, and get them involved with you.
Trying to keep them after they’ve already decided to leave, is like putting the bomb back together after it’s gone off.
We don’t want it to appear that the only reason you are contacting them is the fact that “Kathy” left and may be contacting them, (Hopefully you’ve got a non-compete with all staffers, this is CRITICAL!) but you do need to start communicating with them immediately. www.massretention.com/vid3
Let them know that you can give them a new quote or revisit their coverage’s right now, if they are interested in that.
The best way to do this is by using a monthly newsletter. Just like the one we’ve been giving away for free on our website at www.massretention.com/vid3
If you don’t have one, go get it and start using it today!
You’ll find that you get higher retention, more upsells, more referrals, and higher commissions per client by using this one simple tool.
Go use it! It’s gratis! www.massretention.com/vid3
Beach Broker
PS. The next video is about The POWER of Interaction, and why that is CRITICAL to high retention, and more leads.
