Welcome to our January 3 Minute Training Video! (Full transcription available below)
On the 1st day of each month, we will be releasing a free training video for you to share with your team. Each video will be no more than 3 minutes and it will share one strategy for leadership, sales, service or marketing. We encourage you to use these videos to start your team meeting, send around to your staff or just to enjoy yourself.
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In this video, we’ll discuss:
- What strategy is needed to generate referrals for your insurance agency
- Creating a 30 day follow up call process to existing and new clients.
- Why building rapport is the most important step to getting that referral
Want to learn more about how Agency Performance Partners can help your team with their sales process? Book some time to chat with us – we would love to get to know your agency and learn how we could support your team.
So let’s talk about referrals, right? Every agency loves a good referral, it’s a slam-dunk! Somebody out there has told them how awesome you are! I think if we could just all work on referrals all day long it would be amazing, but let’s face it, too many agencies don’t have a formal strategy for getting those referrals. So we love them, but we don’t actually go about getting them.
So let’s talk today about the best, foolproof, easiest way to generate referrals for your agency. We know hope is not a good strategy, so how are we going to do it? Well, every producer that we’ve ever interviewed across America says that generating referrals is their number one weakest point. So we’ve got to toughen that up for people!
We always recommend agencies do a thirty day post-sale call to the insured. Why is it so awesome? One, it generates a great customer experience. “Hey, is everything going great? First bill come out okay?” “Do you have a copy of your policy?” Any questions. Two, if there’s any mistakes, you can quickly clean them up, right? So, we can rebound easily. Three, introduce the service team so producers aren’t stuck getting all those service calls. Then the final one is ask for a referral.
Now, if you’ve been following our sales process, you know we have a six month defined sales process for every agency in America. We strongly recommend this thirty day follow up call, but we also recommend building a ton of rapport during the sales process. So now I can call you up and say, “Hi Mr. So and So, I know you said that your sister is moving into town and I’d love to take a look at her insurance. What’s the best way to go about that?” or “Hi, you said you were a nurse; did you tell anybody at work about all the savings we were able to provide you and your family? I’d love to look at any of your co-worker’s insurance. How can we make that happen?”
You now have a defined time and spot to generate that referral. If you want to take it even one step up, because we know you guys want to be ridiculously amazing, think about having a great referral program. Now this could go in one of two directions. One: A reward for sending in referrals. Check with your state to see what’s allowed in your general area. But here’s a twist on a modern referral program: What if instead you enticed people to post on social media about your agency? If I were to do that, that would go out to eighteen hundred of my peers saying, “You’re awesome.” What’s more valuable? Incentivising me to endorse you to my peers or a one on one referral? That’s for you to judge.
You could even do both, but incentivising someone to say something nice about you gets that word out. Generates that word of mouth, and you have an endorsement from a trusted advisor. Sounds pretty cool, huh? Get going on those thirty day follow-up phone calls, and if you do them routinely and consistently, you will see the results.
We’ll see you on our next thirty minute three-minute video, but check out our AppX sales program, and if we ever did a thirty minute video we would definitely warn you about it.