Happy Hump Day! Last couple days of messages have been very powerful, serious and thought provoking. My goal is to make us all better Business Owners and tough conversations like the last couple days help that process. Yet, today I wanted to give you some inspiration and broaden your Sales Process to FOCUS ON THE BUSINESS OWNER FOR INSURANCE SUCCESS.
I would like to outline the benefits for any and all Insurance Agency Owner to have a plan that markets to the Business Owner. If you don’t walk away today inspired to approach a Business Owner, you have missed the point AND MORE IMPORTANTLY, THE OPPORTUNITY!
This message applies to my Life Only Agencies, my Health Only Agencies, my Property/Casualty Agencies and my Multi-Line Agencies. There is an opportunity with the Business Owner for all of you!
Do you miss the days you could pick up your phone and call any prospect you wanted? A resounding answer I hear from the Agents I coach is YES. Do-Not-Call limited that opportunity. BUT currently with Do-Not-Call legislation Businesses are not included in that! They have public phone numbers and can be contacted (BENEFIT #1)
Do you love working every night and every weekend to meet with Personal/Individual clients? That is the time that they are available for you and who cares if you and your family sacrifice. 75% of Business Owners operate their business during the hours of 8 a.m.-6 p.m. This most often is daytime Marketing/Sales activity (BENEFIT #2)
Do your personal prospects respect your time, honor appointments and come prepared for appointments? Not as often as we all would like. Business Owners are busy and value their time and tend to value your time, if they set an appointment with you they tend to be more serious and focused during your meeting because they understand the value of TIME (BENEFIT #3)
By far the biggest benefit to Business Owners is this: ONE TO MANY MARKETING (here is an example)
Successful Business LLC
John Doe and his Partner Bob Smith
15 Employees
5 Company Vehicles
Mr. Doe owns two homes, three cars, three kids and a wife
Mr. Smith owns home, three cars, two kids and a wife
POTENTIAL PRODUCT NEEDS
(1) Business Package Liability Policy (P&C) (1) Work Comp Policy (P&C) (1) Commercial Umbrella(P&C) (1) Commercial Auto Policy (P&C)
(2) Buy-Sell Agreement (Life)
(2) Home Policies John Doe (P&C) (3) Auto Policies John Doe (P&C) (1) Personal Umbrella (P&C) (5) Life Policies-John, Wife, Three Kids (Life)
(1) Health Insurance Doe Family (Health) (1) Group Health Business(Health) (1) Disability John Doe (Disability) (1) Retirement Plan John Doe
(3) College Savings Plans Doe Family
(1) Home Policies Bob Smith (P&C) (3) Auto Policies Bob Smith (P&C) (1) Personal Umbrella (P&C) (5) Life Policies-Bob, Wife, Three Kids (Life)
(1) Health Insurance Smith Family (Health) (1) Disability Bob Smith (Disability) (1) Retirement Plan Bob Smith (3) College Savings Plans Smith Family
ADD UP THE POTENTIAL PRODUCT SALES=40!
Oh yeah and by the way we scheduled a meeting to go and talk with all 15 employees who have Auto, Life, Disability, Home, Retirement Plans, College Savings, Long Term Care etc. needs themselves.
THOUGHTS TO PONDER TODAY: Do you have a plan in your Agency to market to Business Owners? Have you ever calculated the opportunity an average Business presents? Think about your weekly sales….would you be happy with a week of 40 Sales? Most would ecstatically say YES, one Business could present this opportunity for you! What can you do different today, to get your Agency in front of a Business Owner? Stop fighting Do-Not Call, Balance Your Daytime Activity and builld the Business Owner into your practice TODAY!
John Lucero, is a successful business owner with over 20 years of experience in multi-line insurance agency operations for several major National Brands. With an expertise in Recruiting, Educating, Coaching, Developing and Product Knowledge, his passion and drive to ELEVATE Insurance Agencies to higher levels of success is what keeps him inspired about the future and motivated about making a difference.
