The way I always optimized my opportunities in sales was by grabbing my compensation plan, dissecting it and figuring out how to maximize it.
Now, there is no possible way for me to know what each of your compensation plans looks like, but I’m willing to bet that you can make some money selling AUTO, but even MORE money selling auto, fire, life, health and bank.
Does this sound familiar?
Then why is it that we talk to prospects every single day and as soon as we cannot write their auto policy we end the conversation and kill the relationship?
You have to change your mindset. You have to approach each opportunity with the intent to share EVERY SINGLE SOLUTION you can offer.
When I first opened my agency from scratch I had 0 customers, a wife and two children… I knew that if I only sold home and auto to my new customers I’d only be able to feed two out of three mouths in my house… and that wasn’t going to be a winning formula for very long
We are so fortunate as multi-line producers that people will give us an opportunity to talk to them because we offer car insurance. And every single car insurance provider spends billions of dollars each year to remind all of America that they should be shopping for their car insurance. This provides YOU with the opportunity to START a conversation. BUT the car insurance should NEVER be where your conversation ENDS!
There is an old cliché in our industry that we get into people’s homes through the biggest door they have in the house – the garage door.
So yes, when a prospect allows you through their garage door they are looking for an auto quote because that’s what your competition has done for them in the past. However, the true sales artists know that they hold the brush and it’s their blank canvas, so they have control of the process.
You must be proactive in your sales process. With our Insurance Agency Optimization membership, you get access to our complete sales process outline.
Today, commit to yourself to do the following:
- Start every conversation with the intent to offer all of your insurance solutions
- Stay in control of every sales conversation by following the IAO sales process [get access here]
- Help more people, in more ways, forever
- Do not just simply quote auto only, because you know you offer more value than that
This is the mindset of top-producing agents. Once you start thinking like one then you’ll start acting like one.