We have 10 meetings together. Let's make them count!
After your AppX Retention Training Day there are 5 bi-weekly meetings designed to help coach your team to success. Here are some details on the bi-weekly calls:
Overview
- Each call is booked for 1 hour via Zoom. Generally the calls last between 30-45 minutes. The remaining time allows your team leaders to connect with APP on any matters.
- We recommend your team is both on video and phone. If webcams are a concern, the team can use a smart phone.
Video bi-weekly calls have a much better result!
- It's important everyone comes prepared and ready for the call.
- Before each call they will need to watch a video in the Agency Performance Pack. They can log in at the top, right-hand button on our website (Log into APP Pack) Any issues, please email nicole@agencyperformancepartners.com.
- We will send reports on anyone who has not watched the video.
- Each Friday we will request your data to review on the meeting.
Meeting Agenda
| 10 Minutes |
Training with your team with PPT lead by your Performance Coach This enhances the video you have already seen |
| 5 Minutes |
Metrics Review |
| 5 Minutes | Incentive Plan |
| 10 Minutes | Everyone shares one success & one lesson |
| As Needed | Review team questions and challenges |
| 5 Minutes | One word close on how everyone is doing |
| Remainder | Team leader time with your Performance Coach |
Lesson Review - See your Manager Set Up Guide for Tips For Each Meeting
Lesson 1: Pre-Call Checklist
- Check in with the team on how long call prep is taking
- Pull a sample checklist from each team member so we can review inconsistencies
- Training: Ways to speed up the pre-call checklist
- Discussion: Edits to the pre-call checklist
Lesson 2: Making the Call
- Review the bad contact letter sends
- If you record calls, pull a few calls that were not connected so we can listen on the call
- Review how many emails are being sent
- Review the contact % vs. other agencies
- Training: Steps to a great voicemail
- Discussion: Ways we can improve contact ratios
Lesson 3: Shine
- Pull a call sheet for a connected call to review how people are completing the call portion
- Review how many increases and cross-sales we are getting
- Training: Steps for a ridiculously amazing call
- Discussion: Is there anything that should be added or taken off the review questions?
Lesson 4: Time Management
- Review backlog if any
- Has anyone raised their hand? Applaud them
- Review total calls assigned by person to see the average per day
- Training: Getting People on Paperless & Electronic Payment/Pay In Full
- Discussion: For people keeping up, what's your strategy?
Lesson 5: Sample Call Review
- If you record calls, pull a few samples for us to review
- Training: Discussion on what you learned from the call and what you can take away
Lesson 6: Above Agency Standard Rate Increase
- Get a list of common discounts
- Review minimum premium to re-market
- Do you want to re-market monoline accounts?
- Pull 1 re-market per person for review
- Training: Rate Scripts
- Discussion: What hurdles do we have on rate?
Lesson 7: Re-Marketing
- Review this week's re-markets
- Check in on what the re-marketing turnaround time is
- Update the discount list
- Training: How to Upsell During a Re-Market
- Discussion: Best ways to secure another line when re-marketing
Lesson 8: Earning Increases
- Review premium and standard re-markets
- Check if the team is quoting increases on the phone
- Pull a few increase calls for review
- Training: Improving Auto Coverage/EPLI/Cyber
- Discussion: Common objections on the premium increases
Lesson 9: Account Rounds
- Review the open quotes — see if quotes were emailed
- Review the unsold quotes
- Training: Ways to ask for the business on cross-sales
- Discussion: Common Objections
Lesson 10: Referrals
- Have your referral program ready
- If possible, run a report of new business sources and see the closing ratio on referrals
- Training: How to ask for referrals
- Discussion: How can we get to 2 referral asks per day?