Use Systems for Automatic Sales

by Tom Wiecek

Don’t you love it when sales happen out of the blue? Like when someone calls in and wants you to sell them a policy. They don’t waver or concern themselves on how much it’s going to cost. They just want it and they want it now.

Well, this has been happening a lot in my agency lately. We’re getting clients that we’ve had a long time, calling our office and telling us exactly what they want. Just the other day, we got an email from a client that said, “I need a million dollar 30 year term policy and I need to get this handled today”. That was the easiest $1400+ commission I’ve ever made. Cross selling policies to our current clients has jumped an astounding 17% last month with no effort from my staff except quoting and issuing the policies. They’re not calling anyone or sending letters. Just taking the calls and writing policies.

So, how is this happening? Well, I’ve automated the tasks in our agency that are most often overlooked but are critically important to my attraction, conversion, cross-selling, and retention of the most clients possible. And the best part is that I don’t have to depend on staff to make the majority of these tasks happen.

How can you make this happen in your agency?

You need a system. A system that Saves You Stress, Time, Energy and Money. I’ve used manual systems for years for every process that takes place in our agency, but no matter how well designed these systems are, if a system depends on people to make it happen, it will fail at some point. Tasks tend to get postponed. Follow-up calls to new prospects aren’t made until it’s too late. Someone doesn’t take up the slack to send out the cross-sell postcards when the staff responsible is out sick. All of these uncompleted tasks are costing lost commission dollars.

You most likely have systems in place in your agency. But how many tasks or processes depend on you or your staff to complete? Even the best CSR or producer will slack off or procrastinate at times. It drove me crazy when I would look at our production log and see that a CSR followed up 3 days after presenting a quote. I understand that we can’t sell every quote we offer at the time of presenting, but when it takes 3 days to follow up, there’s no excuse. At least, not one that I will accept.

So, what systems do you have in your agency? How are you automating the tasks and processes to achieve the highest efficiency of your lead attraction, conversion, cross selling, and retention?

Tags: auto insurance leads, how to sell insurance, insurance agency, Insurance Marketing, insurance marketing consulting, insurance marketing ideas, insurance marketing tips, Insurance Sales, insurance sales ideas, insurance training, marketing insurnce, referrals, Selling insurance