Archive for the ‘Insurance Sales’ Category

Beating A Backstabbing Staffer

This could be a real disaster…

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.”

Good question, this should’ve been implemented long ago.

No ONE employee should ever have a stronger relationship with clients than you do.

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.

Posted in Insurance Marketing, Insurance Sales | No Comments »

Business Lessons From Michael Phelps’ 3 Step Secret Success Formula

Michael Phelps’ success has business lessons that we all can benefit from.

First of all, although he is an amazingly gifted athlete that appears to have been born in a swimming pool, he readily admits that he could not have made his goal of getting 8 gold medals by himself. He surrounded himself with other great athletes. In effect, his team, consisting of his coach and fellow athletes all comprise his mastermind group.

This is the first step to Michael Phelps’s Secret Success Formula and if you desire to have gold medal performance in your agency then you must get involved in a qualified mastermind group setting where you can have healthy competition with your peers as well as get ideas on how to improve as a person as well as improve your business results. As a side note, Michael Phelps got better because he was around swimmers as good as he was which pushed him to achieve even more, so keep in mind that a mastermind is not a place to gather and complain about circumstances, but it is a source to go to to help you overcome the circumstances.

The second step is Michael made untold sacrifices. Too many to name here, but one big one was he moved away from his family in order to get the type of training he needed, but equally important in order to be removed from distractions. In other words, Michael was willing to get out of his comfort zone, away from his norm and into something that he was not used to. And in the insurance world today, if you choose to do what you’ve always done because it is comfortable then you will never be able to stand on the Olympic podium. To be a successful agent in today’s environment you must be willing to sacrifice the discomfort that is associated with change because the only constant in our world is change.

The 3rd step in Michael Phelps’ success formula is simple focus. Michael kept saying that all he did was eat, sleep, swim. He obviously did more, but the lesson is he made sure he was covering the bases of putting good stuff into him in order to get the Gold medal performance out of him and the business lesson there is obvious. Your input determines your output, so when you read the great content like what the Insurance Marketing Mavericks provide you can expect gold medal results!

In closing, if you have not taken advantage of the FREE ebook provided by the Insurance Marketing Mavericks then what in the world are you waiting for?! Your gold medal results are waiting for you so go get the ebook and read it right now!

Licensed and Lethal,

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