The 7 Critical Processes That Drive Phenomenal

Growth

# 1 Get the RIGHT people on the bus

• “Good to Great” by Jim Collins

– Great things happen with great people, but nothing happens with bad people.

• Hiring Process

Are you satisfied with the people on your bus?

Hiring Process

1) Place Ad2) Pre-interview

3) IdealTraits – Personality Profile4) Interview5) Staff interview6) Go home and think about it (3 days)7) Second interview (LSP shadow)8) Go get Licensed9) Collect dec pages $1010) Hired when they pass state exam

# 2 Training and Imprinting

• Day 1

– Importance of not selling

– “Tool box”

– P.D.R sessions

– GPS Dialer (fail 1000 times!)

Who are your people learning from? Sales people will create their own process if not given one...

# 3 Building Rapport• Searching for the

correct bait

• Write it down, stick with it– “45 minutes”

• Show genuine interest

With training, LSP’s must listen closely to find the correct lure.

• F.O.R.M.

# 4 Face to Face Interaction

• DO NOT run MVR prior to meeting

• In office and/or in house appointments

• Staff introductions

• Circle back to clients “hot buttons”

Increases close rate, cross sales, retention and ACES scores.

# 5 Building Irresistible Value

Increases close rate, cross sales, retention and ACES scores.

Q. How often do people buy when VALUE exceeds price?

A. EVERYTIMEB. 100% of the timeC. All the timeD. All of the above

# 5 Building Irresistible Value

but what if their apple looks like …

or

They want ..

# 5 Building Irresistible Value

Don’t sell this .. SELL this ..

Customers buy juicy oranges, not rotten apples.

# 5 Building Irresistible Value

• What are some ways we can build value in your LSP’s, Agency and Allstate?

• What do we / you have that no other company offers?

• What can you do help them remember to be the “Orange”?

Is your agency selling bad apples, or juicy oranges?

# 6 Quote Volume

Quote Volume X Talent = Sales / Success

# 6 Quote Volume

# 6 Quote Volume

Internet Leads

# 6 Quote Volume

Internet Leads

Chamber of Commerce

Client Referral Contests

Telemarketing

Ray C’s

Mortgage Referrals Trade Shows / BBQ’s

Car Dealerships

# 6 Quote Volume

Activity Tracking – daily, weekly, monthly, yearly

Pipeline and activity log is texted daily

# 7 Inspect What You Expect

The 7 Critical Processes That Drive Phenomenal

Growth!

KevinMlynarek@allstate.com