Hour 4 – Referrals
Difficulties and how to obtain referrals
Referral scripts, survey, resources
Active marketing activities, how to do them
Agent visibility strategies and tactics
Finding & developing good prospects
How to build a marketing plan, market survey
Hour 5 – Niche Markets
Identifying characteristics of Niche Markets, developing these into prospects
Steps to success
Case study review
Developing an X Date system, Resources – First Research
Hour 6 – Commercial Lines Marketing
Creating a Commercial Lines Appointment script, understanding the components of a successfulscript
Qualifying prospects, when and how
Account grading
Getting the appointment; getting past the gatekeeper, handling objections
Introduction of the 3 P’s in marketing and sales and why these matter
Market Summary
Tracking the agent’s activities (numbers) and why this is important, how to do so
Introduction to Agent Activity Tracker (interactive tool that tracks #’s & creates projections)
Time Management Issues, how to manage your time