New Producer, Sale Made Day 1

[FELLNINS]

I have been in the Insurance Industry since '99, but recently accepted a job as a Producer for the first time. Today was day 1 and I sold a small commercial policy on a cold call, but my day seemed very random. I basically just rode around and hopped from business to business. Does anyone have a real game plan for cold calls? Or does this just take time?
Would sincerely love some ideas from seasoned agents............ Thanks

 

[Lloydlofton]

I have been in the Insurance Industry since '99, but recently accepted a job as a Producer for the first time. Today was day 1 and I sold a small commercial policy on a cold call, but my day seemed very random. I basically just rode around and hopped from business to business. Does anyone have a real game plan for cold calls? Or does this just take time?
Would sincerely love some ideas from seasoned agents............ Thanks

Congradulations, you should be proud of yourself.

What you are talking about is putting together an activity plan. There are some basic questions you may want to ask yourself:

1. Why are you in business?
2. What is your business?
3. Who is your customer?

Why are you in business will provide the inspiration on Thursday at 4pm and you don't have any busienss written to make that next call.

What is your business will tell you the market and products you will market, example: provide financial protection for small business with life insurance, health insurance and annuities...

Who is your customer will tell you what target market to work, where and how... exsample, small business owners in [state county], that has been in business for 1 year or longer, with 500k gross revenue or more and 1 - 9 employees. This will tell what type of leads to get (Info USA for profiled list of small business owners, internet leads, direct mail).

Then you will need to develop numbers so you can track your results...example:

50 names will result in
24 contacts which will result in
10 possible presentations (prospects only lie when they move their lips)
8 actual presentations which will result in
2 sales

Now that you have a plan to go by purchase your small business profile names and spend each Monday to make calls to set your appointments, set 10 for the week. So goes Monday goes the week. Remember when you make the phone calls you are calling to make an appointment not to sell so don't talk product, company or price. Sell the appointment. You may also want to purchase telemarket leads, internet leads and ask for referrals.

Mark all the "I want to think about it, send me something, etc" and after you get your 10 appointments go back to these names you marked and list all by zip code. Now go run all your appointments in one zip code, spending the entire day in the area, win the community. Stop by every strip mall and exchange business cards with the owner (or whoever is working the business), the purpose of these calls is to meet and greet, not to sell. Use these names to add to your Monday calling for future appointments.

The key to building your business will be in the activity you do, not in the sales you work on. On the phone you are going for appointments so don't rule people out, rule them in for an interview.

Hope this helps you get started.

 

[HomeService]

was it random because you were running around with another person, like a mgr or agent, or were you doing it alone? if you are running around randomly writing stuff on the first day, I say kudos, but you are correct, you will eventually need a game plan to figure out your purpose to keep you on track.

 

[godishspencer]

When i read your post i imagined you in your cruising around town on the prowl for promising signages on buildings.

I don't think that's the way to go. You could try looking up the yellow pages. My manager did that on me when i was in Hong Kong. I thought he gave me warm leads (because the reception really was quite warm), but I found later that they were actually from the directory.

 

[Crabcake Johnny]

Ummm, I guess "interesting" website you have there.

 

[The New Guy]

It might get a few hits.

 

[lanepro]

I just have to know if you've sold any policies off of that thing. I thought it was pretty hilarious. But would any one actually buy something off that site?

 

[Crabcake Johnny]

James - I have a brother-in-law in Killeen.

 

[Guest]

When i read your post i imagined you in your cruising around town on the prowl for promising signages on buildings.

I don't think that's the way to go. You could try looking up the yellow pages. My manager did that on me when i was in Hong Kong. I thought he gave me warm leads (because the reception really was quite warm), but I found later that they were actually from the directory.

I got a good laugh out of your website!! I don't know if people will take you seriously though--but it's hilarious!

 

[Mr. Bill]

It is very funny and creative - OJ Bart Simpson? I guess you're looking for a particular market???