November 29, 2015
Getting off to a Fast Start in 2016 will set you up for your biggest sales year ever. A strong January will give you a full 12 months of premiums and help you to achieve and exceed your sales targets. More sales will result in more referrals and even more sales. As the old saying goes, “nothing succeeds like success”.
The following are 5 things you can do today, to prepare for a fast start in January.
1. Order inbound auto Insurance leads. Keeping your staff busy quoting prospects should be your number one priority. Pay-per-call systems are the only truly pay for performance systems where you only pay to speak with someone who wants a quote. The best marketplaces have 100% contact rates and prequalify prospects before they are sent over to your office to receive a quote. Order your calls in December and schedule them to start in January. You should order enough calls each day to keep your staff busy.
2. Create “fast start” contest for your sales producers. It is important to motivate your team to work extra hard in January to get the year off to a good start. Create extra incentives with a contest, higher commissions or even extra perks for writing more policies. There isn’t one model that works, you should consider your team and what motivates them and roll out in late December, to start January 1st. If you roll out in January, you are already missing time and opportunity to increase your sales.
3. Contact existing book of business to schedule annual “account” review. Contacting your existing book of business to review their policies creates an excellent sales opportunity. You can increase their coverages, offer new insurance products and get referrals. It is important to add value to your clients so that they stay with you for years to come. Actively contacting them is one way to accomplish this.
4. Hire additional staff. While December may seem like a bad time to hire new staff, it is actually a good time to hire people looking for a change before the start of the new year. The new staff will allow you to write more policies, add new ideas to your team and create additional competition among the producers.
5. Contact all your former clients and your “old” prospects or people you quoted over the past year. January is a good time to reach out to your former clients and everyone you quoted in the past year to see if they want you to review their coverage to see if you can save them money and/or increase their coverage. Reaching out to everyone you quoted and perhaps didn’t sell is also a time you can ask for referrals. Just like inbound insurance leads helps you keep your staff busying quoting, calling all old prospects and clients will do the same thing.
6. Send out a end of year Holiday Greeting. The greeting should be sent to your entire book of business, along with former clients (from past 3 years) and all prospects or people you quoted in the past 12 months. The greeting can be as simple and inexpensive as an email or something more personal like a greeting card or calendar. Your clients will appreciate the greeting and will it will warm them up, for when you contact them in January to talk about insurance.
Agent Ethan Kosmin Generated over $200,000 in premiums during first year in business thanks to Contact Concierge.
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