Book of Business Stratification
This resource provides an organized means to stratify a producer’s book.
BOR High Closing Qualifying Test
A checklist and a guide to action to make sure a prospect has every chance of closing. This checklist will keep a Producer focused on all the items necessary to win a deal. It will also give them the next steps of things to do to increase the chance of a win.
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.
Pro-Active Perpetuating Producer Strategy
Perpetuating a book of business can tough and challenging. The purpose of this resources is to guide the perpetuating producer and the transition team.
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
The Producer Planning Tool is designed to facilitate year-over-year professional and personal growth in your Producers, by helping them think strategically about who they are now, who they want to become, and how they want to get there.
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.
Producer Success Toolbox
The Producer Success Toolbox is designed to help aide in planning and execution. The tabs to the far right are used in planning. The Roadmap is used in annual summary. And the Navigator is monthly.
Prospect Calculator
This resource is designed to help you “Know Your Numbers”. It is critical to understand the impact that you conversion and closing rates will have on your ability to reach your goal and manage your workload.
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.
Sales Cycle
We have identified 6 critical steps to the Sales Cycles process:
- Develop YOU
- Manage your “distribution system” availability
- Know your numbers
- Set a plan
- Manage your pipeline
- Manage your existing clients and continue to bring value through a “process of how you work versus what you do”.
Sales Process WHYs
This tool is designed to help you refine your sales process so you are asking the right questions and conducting the right type of meetings
Social Distancing – Prospecting Success Plan
The current Social Distancing world is creating problems across all businesses. A proactive prospecting plan is critical to finding opportunities and being successful.
This Prospecting Success Plan provides a customizable template.
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.
Team Sales Strategy
The core philosophy is to get teams of Producers to work together utilizing unique abilities and strengths. These teams of Producers will use their individual strengths to maximize retention and increase new business production.