We have 10 meetings together. Let's make them count!
After your Agency Sales 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 your client concierge team.
- We will send reports on anyone who has not watched the video.
- On your assigned date we will review your data.
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: Building Rapport
- Everyone will have to share their personal pitch
- We will work on the agency's pitch
Lesson 2: Insurance Interrogation
- Review adding sales questions into underwriting questions
- Integrate the sales call sheet into the process
- Discuss cross selling at the point of sale
Lesson 3: Setting Expectations
- Review quoting over the phone
- Set appointment with the client
- Do not email the quote
Lesson 4: Delivering the Quote
- Build a list of carrier features
- Provide 2-3 options
- Pivoting from the policy requested to the cross sales
Lesson 5: Asking For the Business
- Asking for the business
- Handling an objection
- Assume the sale
Lesson 6: Embracing Concerns/Overcoming Objections
- Common objections
- Late Night DJ voice
- Ask questions
Lesson 7: Referrals and Final Rounding
- 30 Day Follow Up Call On New Business
- Referrals
- Following Up on Account Rounds
Lesson 8: Controlling Your Pipeline
- Golden Hour
- Calling unsold quotes, lost business & new business
- Getting the Reports
- What to Say
Lesson 9: Speed & Follow Ups
- Hopping on new website leads
- 2 Weeks of Follow Up
- Voicemail Script
Lesson 10: Break Up Call
- Breakup Strategy
- Phone Script