S.O.S. Sales Opportunities Series - Part 3: Don't Ask, Don't Sell
Nov.29, 2012, Noon - 1 PM
$25 Member, $50 Nonmember (or $20/$45 when you take all three)
Instructed by: John Fear, CPIA; Premier Business Consulting
Every agent knows how difficult it is just to get a client to contact their agency and yet-once they have the client's attention-they are satisfied with quoting the single line of business they requested. Statistics also show that the best retention of clients is with those that have multiple lines of business versus those written mono-line and yet, on average, most agencies have more than half of their clients written with only one line of business.
After reviewing the components of effective questioning techniques, we will then cover some practical applications of those principles – such as:
• When a client just asks for Auto, how do you ask for the Homeowners?
• What are the most effective times in the interaction to ask for the “other line ”?
• When you encounter an objection, what is the best way to overcome it?
Throughout this webinar we will address specific instances where there are opportunities to be more effective with every client we have when it comes to writing additional lines. Not only will this have a positive affect with regard to client interaction, but will also have positive long-term effects on the retention of those same clients.
No tests need to be taken for webinar classes.
John Fear, CPIA
Premier Business Consulting
John Fear has worked in the insurance industry for over twenty years in the areas of Life & Annuity, Small Commercial, Boiler & Machinery, Field Operations, Process Engineering and Personal Insurance. In 2007, John left the corporate life to start his own consulting firm – Premier Business Consulting.
As National Director of Agency Development at Travelers, John has conducted nearly 100 workshops for agency owners and principals (with 1,500+ attendees). John also developed and facilitated over 60 Sales training sessions throughout the country for more than 2,000 Producers and CSRs. He has consulted with dozens of agents across the country, focusing on improving sales and maximizing operational efficiencies.
Since starting his own business, he has been a featured presenter at several National Sales Meetings for major insurance companies and Independent Agency organizations. Those experiences have given him an outstanding knowledge of, and insight into, real life solutions that effectively meet agency needs. His workshops enable agents to meet and exceed their business objectives by incorporating sound business principles into their everyday operations.
John lives in the Adirondack Region of New York State with his wife Cheryl and their two-year-old Cairn terrier Sasha.
“John's ability to transform an organization, whether that be a service operation, company sales force, agency or broker is remarkable. He has a keen sense of how to assess, diagnose, analyze and develop a strategy clearly aligned with the vision to propel an organization into true high performance" - Lily B., 2VP, Leadership & Organizational Development
“Our business has worked with John on a number of occasions. Each time we come away well informed , refreshed and eager to implement his shared knowledge to 'help our business grow'. He makes it interesting and fun and can engage everyone in the process. At the end of our sessions our employees 'get it' and are better prepared to serve our clients needs" - Bill S., Corporate Director Personal Lines at J. Smith Lanier & Co.