21 ways to get more policies per client


Remember, this is a ‘live’ webinar.

You can type your questions here.


Michael Jans, CEOAgency Revolution.


Thank you to our industry partners


Thank you to our sponsor


21 ways to get more policies per customer


+DelightAt Every Stage in the Process

Attract Convert Optimize Retain

The ACOR + Marketing Model

Prospects Buyers Clients PromotersLeads

C O RA


Convert

COptimize

ORetain

RAttract

A

$$$$$$$

$$$Cost

Value

Leverage

Wealth and Equity

Reliable Income

New Income

Future Income


Vision

• a fundamental principle of growth

• a new scoreboard for the agency goal,

plan, execute, measure, adjust, celebrate


Culture People Tech


Why?

The Growth Analyzer


The Growth Analyzer


• Not being measured

• Absence of strategy

• nobody in charge

• no plan

• no individual accountability

• minimal support for those most able to influence

Obstacles


Policies Per Customer

Retention


0%

22.5%

45%

67.5%

90%

1 Policy 2 Policies 3 Policies

90%

38%

10%

Impact of Policies Per Customer On 10 Year Retention


Transformation

3 Levels of Marketing


The beginning marketer thinks that

marketing is all about the “thing”


The intermediate marketers think marketing is

all about the “list”


The advanced marketer knows that marketing is all about the RELATIONSHIP

to the list that gets the thing


“We’re not just selling insurance. We’re protecting people. That’s important.”


What happens when insurance is not coordinated?

• Gaps

• Overpay

• Stress of uncoordinated claims


Never ask a team member to violate

their values. Demonstrate how values are aligned,

team and team member.


1. The Law of Total Client Protection:

"Every client has every appropriate policy with us."

Culture


2. Measure!

Culture


3. Policy per customer goals for everyone

from 2.1 to 2.4 from 1.9 to 2.2 from 1.7 to 2.0

Culture


4. Coaching & Role Play

Culture


5. Team Meetings & Meaningful Conversations

We routinely talk about Policies Per Customer, What's Working and What's Not

Culture


6. Incentives

per cross sale

for growth in percentage

Culture


7. Transparency

Culture

Use a whiteboard to visibly track team stats


8. Get Higher Paying Customers

• not all customers (or segments) are the same

• review your book for higher paying segments

(and lower service segments)

• focus more marketing there

Culture


9. Scripting

"Can I tell you a story? I had a client in a similar situation…” (Suffering the gap)

Story Telling:

People


10. Scripting

"I’m a little worried about something."

"Can you help me protect you better?""What would you

do if..."

Power words:

People


11. Pivot (or Plus One) On Every Call

People

“Did we get that taken care of to your satisfaction?”

Yes! Thank you.

“Great. Bob, I concerned about

something…


"Bob, I have a report on how umbrella insurance can

protect you and your family. If I send it to you, can you

look it over?”

12. Lagniappe

People


13. Focus On Strengths

The “thing”

The relationship

The “list”

People


Direct Channel

Agent/Broker Channel

Digital Channel

price & convenience

convenience & price

relationship (real people)

Because we care…advice & advocacy

People


Welcome Kit Campaign

14. New Customers

Tech


15. Existing Customers

Tech


16. Account Review

not just "renewal" but deepening the relationship

Tech


17. Account Rounding

Tech


Has "X" but not "Y"

Tech


18. Subscribe to Nurturing Campaign

Tech


Give more non-monetary value(and it makes them better customers)


19. Have a "Testimonial Campaign”


20. Promote Your Referral Program


21. Ask for Google Reviews

“I would be happy to!”

“John can you do me a favor and leave us a 5 star review online?”


Bonus Secrets


22. Create a “Mono-Line Rule” That Fits Your Agency


The BIGGEST secret of all…


23. Highly loyal clients

97% Retention

Earn my loyalty and I’ll reward you.

2.5 Referrals

25% More Insurance

…SEVEN times the lifetime customer value of a low loyalty client and THREE times the value of a neutral client! YUP, SEVEN times!!!


Action Items


1. Check Your Email-

• Replay of Today’s Presentation

• 11 Points Of Difference Ebook

• Link to AR Slideshare

• The Policy Booster: 23 Ways to get more policies per customer

2. Select 3 Items To Implement Today with Your Team

3. Register for next months Webinar- The Simplest Secrets For A 97% Retention Rate

http://go.agencyrevolution.com/july19-webinar

http://go.agencyrevolution.com/july19-webinar


Free Gift

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http://go.agencyrevolution.com/11-points-of-difference

21 ways to get more policies per client

Marketing

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