5 x 3 x 1 Meeting Template
The 5 x 3 x 1 meeting format is powerful in that it concisely structures sales feedback meetings into actionable interactions that contribute to sales growth for Producers.
How much will your Producer accomplish in 9 minutes?
Account Manager Power Start Up – Workbook
The Account Manager Power Start-Up™ program is designed to help new Account Managers. Account Managers can be young, old, experienced, or inexperienced. The goal of this program is to get them started up in proven skills and behaviors to maximize their performance.
This program is an online training program that is designed with coaching support. The agency will provide coaching support to maximize the outcome.
This program will help you understand where you are at, where you are going, and how to get there.
Agency Growth Manifesto
This is an example of an Agency Growth Manifesto. These are the beliefs InCite has and it can be used as a template to create your own agency growth manifesto.
Behavioral Science Sales in Social Distance World
Customer Journey Map Guide
This resource provides guidance on how to create a Customer Journey Map. A Customer Journey Map includes the follow;
- Latent Need
- Awareness of Need
- Search for Options
- Decide on Options
- Bind and Pay
- Recieve
- Experience Goods or Service
- Ongoing Experience
EQ in Sales – Quick Assessment
Use this resource to quickly evaluate your Emotional Intelligence in Sales.
Getting Introductions
This resource provides ideas for successful introductions. Some of the top sales minds in insurance give advice on how to get good introductions that will be meaningful and set up a great opportunity for a sale.
Insurance Company Management
Document to guide the perfect agency meeting with an insurance carrier.
Larger Producer Growth
Producers “try” to fill their pipeline. They want to sell more business. What keeps them from being successful is typically NOT work ethic or effort. What keeps them from full pipelines is lack of productivity (success in their efforts). Use this resource to better understand how a Producer achieves sustained growth.
Leading Change – The Process
This resource is a framework guide to the process of effectively leading change in an organization.
It breaks the process down into 5 steps and categorizes the steps into;
- Selling & Buy-In
- Process & Sustainability
Past Present Future in Sales
A resource to guide your thinking when you work to change the way your prospects think by identifying where they came from, how it got them to where they are today and then guide them to a better future.
Producer 35
The 35 skills of the Perfect Producer. Tool helps identify where an agency can fill the gaps.
Producer Navigator
This resources is a template to create a one month action plan. The snapshot is particularly helpful for staying focused on the top priority items each month.
Producer Planning Tool – Short Version
This is a condensed version of the Producer Planning Tool This can be more effective for certain producers or if the full version of the Producer Planning Tool has been completed in the past.
Producer Roadmap
This resource is a powerful planning tool that filters down a year plan into a single page. The value that comes from being able to look at your entire plan in a single glance, makes it that much more like you will stay on track throughout the year.
Purchasing Insurance Using Multiple Brokers
InCite has studied market selection for insurance that is purchased through an insurance broker bidding environment. Our research has shown this model to have extreme poor outcomes and consequences.
Right Hire Interview – Producer
This three interview process is part of the Right Hire system. It includes scenarios, questions, scoring and objectives.
Utilizing this interview system will dramatically improve the chances of hiring producers with the characteristics necessary to be successful.
Simplified General Risk Assessment
This resource provides the questions, answers and graphical analysis for a successful Simplified General Risk Assessment. This assessment is meant to be used as a tool to gauge a companies risk tolerance and preparedness. This resource is meant to be used a sales tool that helps you efficiently show a prospect how you work differently.
Strategic Sales Development Guide
The Strategic Sales Development Guide is designed to clarify the “beliefs and behaviors” that our Agency subscribes to for successful Producers. Following this guide will increase the chances of success for any Producer in all lines of business. The concepts and principles were derived from proven success with Insurance Consultants and Insurance Sales Professionals in recent years.
Sure Validation System
This powerful resource is our guide to creating a path to validation for new Producers. Validation and hiring have been studied extensively by InCite. Utilizing this research, we have identified the key components necessary for Producer success.
We encourage members to use this a starting point to create their own Sure Validation System.
Here is the table of contents;
- Learner’s Creed
- Goals and Why
- Sales Beliefs and Behaviors
- Pipeline Building Ideas & Strategies
- Prospecting Activity Analysis
- Time Management Strategies
- Validation Schedule
- Path to Ownership
- Onboarding Months 1-3
- Onboarding Months 4-6
- Onboarding Months 7-12
- Onboarding Year 2
- Onboarding Year 3
- Onboarding Beyond Year 3