3.2 Advisor Feedback Form
Simple form that provides structure to create quick and effective pipeline check in meetings.
Behavior Matrix
This document goes through the four behavior areas of a buyer; Authoritative, Subservient, Hostile, Warm. There are also question asking strategies and examples for each behavior quadrant.
Behavioral Science Sales in Social Distance World
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.
Hard Market Selling
A Hard Market is one of the greatest opportunities for you to get on the offensive. – Larry Linne
This Resource is an outline that helps guide you to strategies to sell and excel in a Hard Market.
This is focused towards;
- Growth and Prospects
- Managing Message and Existing Clients
Keys to being an Effective Consultant
The Keys to being an Effective Consultant document was designed to help salespeople understand the necessary skills to becoming a strong consultant in the eyes of their client.
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.
Practice Items for the Sales Process
This resources is a guide to identify areas of the sales process that need additional practice.
Producer 35
The 35 skills of the Perfect Producer. Tool helps identify where an agency can fill the gaps.
Producer Power Start Up 2 – Workbook
This is the updated version of the Producer Power Start Up. The PPSU-2 is a program designed for two purposes:
1. New Producers can start learning key sales behaviors, skills, strategies, techniques at any time without having to wait for a sales class.
2. Existing Producers can go look at individual videos on certain skills that will help them sharpen their game.
The updated version has great additions. We teach about dress and etiquette, but it now includes dress on video chat and social distancing messages. We have an entire new segment on Habits of Successful Producers, and quite a few enhancements with our new Partner, Gordon Zellers.
You will get great fundamental learning by revisiting these core teachings.
Question Types and Examples
Question Types and Examples is a list of sales questioning techniques that can be used when doing assessments or first meetings with prospects.
Reading Body Language and Verbal Cues
This is a resource that creates awareness around Body Language and Verbal Cues. It also provides a form to track what Body Language and Verbal Cues were actually observed. Here is the Sales Meeting Video that goes over this concept and how to utilize the tool.
These are examples of the tool filled out; Good Example // Bad Example
Sales Meeting Agenda – Business Acumen
The purpose of the Sales Meeting Agenda – Business Acumen exercise is to create ownership in business acumen personal development.
Sales Meeting Agenda – Center Of Influence
The purpose of the Sales Meeting Agenda – Center Of Influence exercise is to have Producers expand their centers of influence network and increase pipeline opportunities.
Sales Meeting Agenda – Effectively Asking for Referrals
This Sales Meeting Agenda helps develop a strategy for effectively asking for referrals.
Questions covered include:
a. How do you develop trust with your referrals sources?
b. Why should our clients become a referral partner?
c. What are the key ways to make it easy for our referral sources to provide us with referrals?
Sales Meeting Agenda – Effectively Managing Pipeline Movement
Sales Meeting Agenda Effectively Managing Pipeline Movement is an actual sales meeting agenda with training on “effectively managing pipeline movement.”
Sales Meeting Agenda – Emerging Risks
The purpose of the Sales Meeting Agenda – Emerging Risks exercise is to help Producers realize how many Emerging Risks are in the market so they can articulate to a prospect the need for a partner who watches out for these risks.
Sales Meeting Agenda – Entry Strategies
The purpose of the Sales Meeting Agenda – Entry Strategies exercise is to give Producers tools and strategies to increase the number of sales opportunities and increase closing percentage of getting their first appointment.
Sales Meeting Agenda – Gorilla Prospecting
The purpose of the Sales Meeting Agenda – Gorilla Prospecting exercise is to identify and set a plan to go after the Biggest and Best Prospects in their market.
Sales Meeting Agenda – Handling Objections
The purpose of the Sales Meeting Agenda – Handling Objections exercise is to give Producers practice at handling objections in the sales process.
Sales Meeting Agenda – Networking
The purpose of the Sales Meeting Agenda – Networking exercise is to stimulate ideas on how to increase the number of potential contacts and leads for future sales.
Sales Meeting Agenda – Path vs. Goal Orientation
The purpose of the Sales Meeting Agenda – Path vs. Goal Orientation exercise is to help Producers realize the importance of goals, and to help them develop a path to reach those goals.
Sales Meeting Agenda – Question Asking
The purpose of the Sales Meeting Agenda – Question Asking exercise is to develop Producers’ ability to ask great questions. This skill will increase a Producer’s ability to create pain, engage with a client, challenge the thinking of the client, be perceived as high business acumen, and be perceived as a peer.
Sales Meeting Agenda – Selling Against Data/Tech Companies
The purpose of the Sales Meeting Agenda – Selling Against Data/Tech Companies exercise is to learn how to sell against the big data/tech companies who are entering the insurance industry.
Sales Meeting Agenda – Team Communication
Sales Meeting Agenda Team Communication is an actual sales meeting agenda with training on “Team Communications.”
Sales Meeting Agenda – Telling Our Story
The purpose of the Sales Meeting Agenda – Telling Our Story exercise is to improve our ability to tell our value proposition story and share different ways to express our value.
Sales Meeting Agenda – Time Management
The purpose of the Sales Meeting Agenda – Time Management exercise is to improve Producer time management to be more efficient in selling.
Sales Meeting Agenda – Working on Sales Skills
The purpose of the Sales Meeting Agenda – Working on Sales Skills exercise is to identify the sales skills that need to be improved and put a plan in place to improve.
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
The Power of Changing How the Buyer Thinks
This is an extremely powerful resource that guides you to strategies on HOW to Change How the Buyer Thinks. Focus your efforts on areas where you can improve the most.