After a beautiful quote presentation its now time to get to work converting your insurance quote to a sale. However, you got STOPPED by the OBJECTION! Now you need to work to blast through the objection and get on to binding coverage.

We want to share how to not only overcome objections but also completely avoid them! The APP team comes together to share with you how to navigate these objections:

😵I need to talk with my spouse

😵Your price is too high

😵Let me think about it

😵Just email me the quote

😵I'm going to stay with my current agent

😵Getting ghosted

Read our blog on how to overcome the top 6 insurance sales objections: https://www.agencyperformancepartners.com/blog/how-to-overcome-the-top-6-insurance-sales-objections

Get your sales team in order with our FREE Producer Weekly Plan: https://share.hsforms.com/1jW62dREkREuiUvToKsd2Lg1beus

Get 20% off our Winning Back Unsold Quote Process Pack to help guide your team through a proven process: CODE: SALES https://www.agencyperformancepartners.com/shop/agency-process-pack/insurance-sales-strategy-winning-back-unsold-quotes/

We’re Agency Performance Partners; APP is your insurance agency’s best friend when it comes to training, strategies, brutal truth & tough love that'll grow your agency with hugs & high fives along the way….just like a BFF.

Are you looking for insurance training to grow your insurance agency? https://www.agencyperformancepartners.com/insurance-sales-training/

Shop online: everything from scripts and templates to on-demand courses to merch: https://www.agencyperformancepartners.com/shop/

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining

Ready to get started closing your insurance lead? You present your quote and assume the sale then BOOM! Objections start flying and you are tap dancing.

Not any more! We are going to share with you how to close your insurance lead with our top 6 insurance objection killers.

00:00:00 Remember the Golden Rule

00:00:07 Four Different Personality Types

00:00:17 Overcoming Objections

00:00:20 Analytical Personality

00:00:23 Political Personality

00:00:45 Driver Personality

00:01:30 Amiable Personality

00:02:13 Expressive Personality

Read our blog on how to overcome the top 6 insurance sales objections: https://www.agencyperformancepartners.com/blog/how-to-overcome-the-top-6-insurance-sales-objections

Get your sales team in order with our FREE Producer Weekly Plan: https://share.hsforms.com/1jW62dREkREuiUvToKsd2Lg1beus

Get 20% off our Winning Back Unsold Quote Process Pack to help guide your team through a proven process: CODE: SALES https://www.agencyperformancepartners.com/shop/agency-process-pack/insurance-sales-strategy-winning-back-unsold-quotes/

We’re Agency Performance Partners; APP is your insurance agency’s best friend when it comes to training, strategies, brutal truth & tough love that'll grow your agency with hugs & high fives along the way….just like a BFF.

Are you looking for insurance training to grow your insurance agency? https://www.agencyperformancepartners.com/insurance-sales-training/

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining

Do you need an insurance sales training plan for managers? Training new and existing agents can be a challenge. Having a sales training plan will help your team grow and bloom! Make sure you have a strategy for how to have your team hit its sales potential.

• • Read our blog on a sales training checklist
  • Get your sales team in order with our FREE Producer Weekly Plan
  • Get 20% off our Winning Back Unsold Quote Process Pack to help guide your team through a proven process: CODE: SALES

• • Are you looking for insurance training to grow your insurance agency?
  • Shop online: everything from scripts and templates to on-demand courses to merch

We’re Agency Performance Partners; APP is your insurance agency’s best friend when it comes to training, strategies, brutal truth & tough love that'll grow your agency with hugs & high fives along the way….just like a BFF.

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining #TrainingPlan #SalesTraining #InvestInTraining #ProducerTraining #InsuranceTraining #TrainingGoals #Milestones #Transparency #Vulnerability #RolePlaying #SuccessfulTraining #OnlineSchool #SalesCourse #CrossSelling #LiveTraining #WasteNoTime

Are you aware of the sales training challenges in insurance? It seems like many agencies are struggling to train their team in how to convert more insurance quotes into sales.

Training is a continuous battle and requires a tailored approach. There needs to be a plan with milestones and clear expectations for both the trainer and trainee. Training should involve role-playing, getting people on the phone quickly, and using a team of professionals to support them. It is important to invest in training as it will pay off in the long run. Resources are available from EPP such as their online school and sales training courses.

• 00:00:00 Grouping Input Items
• 00:00:02 Selling and Quoting
• 00:00:15 Training in Insurance
• 00:01:30 Why Training is Hard
• 00:02:17 Creating an Internal School
• 00:04:38 Certifying Team Members
• 00:05:40 Grouping Items
• 00:05:43 Producer Plan
• 00:05:46 Producer Training
• 00:08:38 Sales Training
• 00:10:21 Training Plan

Listen how your agency can overcome sales training challenges!

• Read our blog on a sales training checklist: http://agencyperformancepartners.com/b.og/sales-training-for-insurance-agents-a-checklist-for-training-objectives
•  Get your sales team in order with our FREE Producer Weekly Plan: https://share.hsforms.com/1jW62dREkREuiUvToKsd2Lg1beus
• Get 20% off our Winning Back Unsold Quote Process Pack to help guide your team through a proven process: CODE: SALES: https://www.agencyperformancepartners.com/insurance-sales-training/
• Are you looking for insurance training to grow your insurance agency? Checkout our Sales Training Program
• Shop online: everything from scripts and templates to on-demand courses to merch: https://www.agencyperformancepartners.com/shop/agency-process-packs/ https://www.agencyperformancepartners.com/shop/ridiculously-amazing-agent-swag/

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining

We will give you a role play how to fire an insurance client! In speaking with many insurance agencies across the country they always have one question. What do I say when firing an insurance client? We know the first time you do anything its the FFT (the freaking first time). First times are always clumsy, you feel funny and its generally awkward. But guess what the 10th time you do something new it feels a ton better. Give your self some grace in your first client break up!

In this blog banter you get Stephen and Kelly role playing out how to fire a client. We review what to say (and Stephen gives Kelly a hard time!) and how to let the person down easily and professionally. You can part ways with a client terrorist professionally.

Here is the outline of the conversation:
1) Greet the client and introduce yourself and your role in the event they are not clear
2) Alert them you have reviewed their account
3) Let the client know that based on the review it looks like there may be some mutual challenges
4) Alert them that at renewal you are recommending that the client finds another agency
5) Offer to send them a copy of their policy to making moving simple
6) Let them know they can leave earlier
7)If they are not getting the message you will need to be direct and clear
8) End the call by documenting the file

• • Read our Blog On How To Fire An Insurance Client: bit.ly/3Wbqv7i
  • Get our FREE Guide on How To Get A Client on EFT Or Pay In Full: bit.ly/41KA5Py
  • Get 20% off our Agency Job Description Templates to make sure your team is focus on the right clients [USE CODE TIME]: bit.ly/3BATRT2

Learn How APP Can Help Your Agency Manage Time!

• Agency Assessment (Lets organize and optimize your book): bit.ly/456DlrD
• Agency Efficiency (Move Your Team From Busy to Productive): bit.ly/45akwE0
• 2 Year Program (Install Key Agency Growth Processes): bit.ly/42xMkk3

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining

Are you earning insurance team buy-in? You may have tried in the past but it was a swing and a miss. In every insurance agency payroll is your biggest expense and investment. When your insurance team is not bought in it is incredibly costly to the insurance agency. With out every insurance team member rowing in the same direction you are burning resources, valuable time and team morale.

So how do you fix it when your agency doesn't have team buy-in?

It takes time, effort, a look in the mirror and starting with the agency's leadership team! That's what the APP team did at Ledoux Insurance.

Watch this podcast where they share how they worked over 2 years to align the insurance agency for growth.

• Agency Assessment: Goals, Vision, Values, Job Descriptions and Incentives
• Agency Efficiency: Getting the team organized, optimized and not backlogged
• Agency Retention: Getting proactive on renewals for cross sales, coverage increases, reducing remarketing and boosting retention
• Agency Growth: reviewing how to sell insurance, overcome objections and only quoting multi-lined policies

They did all this and stopped taking cash!

Learn how Agency Performance Partners has helped the team at Ledoux Insurance embrace change, thrive in a difficult market and even tame a non-standard book! This is a must watch podcast on earning insurance team buy-in and building a leadership team that keeps the agency growing.

Top topics in this podcast:

• How we banished notebooks
• Working with family agencies
• Stopping taking cash payments
• Working on only quoting multi-lined accounts
• Strategies for a non-standard insurance book of business
• Calling every renewal for a review
• The importance of earning your team's trust

Curious how APP can help you and your team? We can help you earn team buy-in! https://www.agencyperformancepartners.com/work-with-us/

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining

Have you ever thought about when to fire an insurance client? I bet you have! In insurance agencies sometimes we acquire books with undesired clients or over time we find that clients just may not be a good fit for the agency. In either scenario the challenge is the client isn't happy, generally they are unprofitable for your agency and your team gets burned out. However, it's a really difficult conversation to let a client go. So all too often agencies hold on to the wrong clients out of fear of repercussions.

When we work with agencies it becomes clear that these clients are more like client terrorists. We break down in this podcast the true math behind holding on to these clients. As a business owner it's important that you clearly identify the true cost of holding on to these types of clients.

In this podcast we break down the real math on holding on to these types of clients. Here are some considerations:

• Payment Issues: If you spend 3+ hours on a clients payment issues every year how much does that cost?
• High Claims: Are you jeopardizing contingency bonuses and carrier relations?
• Remarketing demands: the time it takes to remarket is high. When clients demand it you run into time crunches.
• Nasty attitude: if a client terrorist runs off good team members how much is hiring and training costing your agency?
• Unethical: there can be no room for client lying. The stakes are too high!
• Below Agency Standards: these clients don't quite fit they believe that they need minimal insurance and your agency may be catering to them

We recommend vetting your problem clients based on these objectives. Generally if a client is unethical - they gotta go! However, for the other objectives we recommend looking at clients that hit 2 -3 of these objective.

The bottom line is the cost to keeping a bad client far out weights the commission and as an agency leader it's your responsibility to protect your team for getting bogged down from these client terrorists!

• Get our FREE Guide on How To Get A Client on EFT Or Pay In Full: bit.ly/41KA5Py
• Get 20% off our Agency Job Description Templates to make sure your team is focus on the right clients [USE CODE TIME]: bit.ly/3BATRT2

Learn How APP Can Help Your Agency Manage Time!

• Agency Assessment (Lets organize and optimize your book): bit.ly/456DlrD
• Agency Efficiency (Move Your Team From Busy to Productive): bit.ly/45akwE0
• 2 Year Program (Install Key Agency Growth Processes): bit.ly/42xMkk3

#insurance #insuranceconsulting #insurancetraining #insuranceagencygrowth #insuranceefficiency #insurancesales #insuranceretention #runninganinsuranceagency #insurancecustomerservice #insuranceculture

Are you in a coastal insurance hard market or fire zone hard market? You are a hard market hero!!! Your market is not like any other. Carrier cancellations, insolvencies and market chaos. Its nice living at the beach but the insurance is very challenging.

At APP we want to give you the best tips and strategies for handling a coastal insurance hard market. In some of these areas having an policy with an admitted carrier that is willing to renew the policy is a win! Your in a different market than everyone.

One other item we review in this podcast is how to stop a cancellation. In many agencies when someone calls into cancel we say no problem. What we should do is fight for that policy! Even if they have bound insurance elsewhere we can still try! If we loose a policy to a company we have we can take that over. We think that insurance agencies are often way to polite when someone is looking to leave. We should be fighting to keep this client and win them back to our team. After all we are the best right?

Make sure you are giving your team the best tools to manage a hard market. All indications show we are going to be here until 2025. To make sure your team is prepared education is essential!

This is all included in the bonus sections of our Hard Market Hero Sessions. Give your team the tools they need to be hard market heroes.

We’re Agency Performance Partners; APP is your insurance agency’s best friend when it comes to training, strategies, brutal truth & tough love that'll grow your agency with hugs & high fives along the way….just like a BFF.

Are you looking for insurance training to grow your insurance agency?

Shop online: everything from scripts and templates to on-demand courses to merch.

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining

Opinions can differ! Is it a certain percentage increase, dollar rate increase or by who is the loudest? The reality is in a hard insurance market we need clarity on when and who should be re-shopped. In hard insurance market renewals will take a lot longer. This means we need to be strategic with our time management. Remarkets will take 60+ minutes.

This coupled with more inbound questions and an increase in re-shopping leaves account managers with no time. We end up spending more time remarketing and we miss the ability to get proactive and reach out to build relationships with the right clients. Too many insurance agencies are backlogged with remarkets and miss client expectations. Instead you need an insurance hard market remarketing strategy.

Here are the downsides to remarketing:

• Labor intensive
• Miss the opportunity to review and apply discounts
• Premium and revenue reductions
• Inspections

Many times account managers are unclear on the remarketing strategy so they jump to a remarket to calm down the customer and get off of an uncomfortable call. Remarketing may seem like the best solution but often it can cause other issues. For many insurance agencies each team member decides who to remarket. What this means is it can be an inconsistent experience. Other agencies select a certain percentage rate increase to trigger a remarket or review. The challenge is we take out the client's expectations - they may love their current carrier. We review how your agency can select a better process and program by being intentional in your client experience.

RESOURCES FROM APP ON INSURANCE HARD MARKET REMARKETING STRATEGY

• Hard Market Insurance Rate Increase Training: bit.ly/3npllrg
• Keep your team motivated with Hard Market Hero Swag: bit.ly/41hPdUq
• Subscribe to the Ridiculously Amazing Insurance Agent Podcast (wherever you get your podcasts) apple.co/41euCAk

#insuranceconsultant #insurancetraining #salestraining #insurancecoaching #insuranceleadership #insuranceagencyowner #insurancesalestraining #insurancetechnology #insurancetraining #runninganinsuranceagency #insurancesales #timemanagement #insuranceagencytraining