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.
Complete Niche Development Process
The 5 Steps of Niche Development:
- Study the Niche
- Develop and Package Your Niche
- Build Support
- Form Partner Relationships
- Sell Your Niche
Insurance Agency Comparison Scoresheet
This resource is designed to be used to highlight the differences between one agency and another. Ideal in it’s ability to simply quantify the differentiation an agency has over another.
Online Brand – Presence
“ A brand is simply trust.” – Steve Jobs
Whether you like it or not, managing your online brand and presence is something you must do. This resource will give you an actionable plan and some unique strategies to implement.
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.
RFP Rule Guide
Follow these 11 steps to understand how to best create a proposal for a prospect or client who requests one.
Risk Tolerance Worksheet
This worksheet helps you identify the risk tolerance of a prospect or client. You will ask questions and quantify the risk tolerance into; Very Low, Moderate or High.
Role of an Agent
This resource will provide guidance on all the aspects of a Producers role, as it would be perceived by the client.
Covering the following areas:
– Navigation
– Motivate
– Education
– Mitigate
– Challenge
– Advocate
– Connect
Running Man Handout
This is a powerful graphic to represent different options in Risk Management. It can help change the way prospects and clients think.
Sales Strategy Worksheet
This is an extremely powerful resource for gathering together the information needed to create a Sales Strategy.
Watch the video Larry created on Being Strategic in Sales to learn how to maximize this tool
Super Qualify Score Sheet
The Super Qualify Score Sheet is used to determine if a prospect is qualified to spend time and resources on.
Survey Questions
InCite has put together a list of survey questions to gather feedback about your clients and prospects, more specifically their perceptions of insurance and risk. Use this as a starting point to create your own survey.
Target Account Strategy Plan
The Target Account Strategy Plan allows you to strategically prepare to meet with a prospect by filling out a number of identifying criteria. After completing the Target Account Strategy Plan, you will have a more thorough understanding of how to engage your prospect with the knowledge and acumen garnered in preparation.
Top of Stack Submission Process™
The Top of Stack Submission Process™ is our process of ensuring that your story is complete and accurate and that you look attractive to the Insurance Marketplace.
Website Review Process Tool™
Sometimes Claims Promises made on your website are out of alignment with the core business of the company. This can lead to wrong business classification. The Website Review Process Tool™ was designed to ensure that your website is telling a clear and accurate story.