Peek into a Sales & Marketing Brokerage
Transcript of Peek into a Sales & Marketing Brokerage
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A Peek Inside a Sales & Marketing AgencyBrian BartoshTop o’ Michigan Insurance Agency
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Peek into a Sales and Marketing BrokerageBRIAN D. BARTOSH, CIC, LUTCF
PRESIDENT, TOP O’ MICHIGAN INSURANCE
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Who am I?
Entered the Insurance Industry in 1979
Principal of Top O’ Michigan Insurance
Distribute from 9 Branch Locations and the Internet
Sales Management of 6 Producers
Involved in Technology since 1985
Strong proponent of Workflow Management
Utilization of Technology has been are success
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Introduction Take Risk
Focus on Business Intelligence
Apply them to Sales and Marketing
Our Sales Culture
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Go for the Win
Coverage
Price
Relationship
Service
What is our strategy
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Goals What do you need to know?
Close Ratio
Retention Ratio
Average Revenue per Account
Average Commission Rate
New versus Renewal
Need to have a Target
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Greater Sales Growth
Track Activity – Not Production Transactions
Goals should be based on the Activity required
Use the data to make the best plan
Provide Sales Results in Real Time
Don’t make it the Monday morning news
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Support the Plan Introduction
Phone/In Person Contact
Diagnostic Appointment
Quoting and Rating
Proposal
Sale/No Sale
Matching up your Workflows
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Use your Data
Data Integrity
Analyze the Activity
Identify the next action
Personalize the Message
Business Intelligence
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Open Discussion
Let me know your thoughts and questions