The Insurance Dudes

How To Track P&C Insurance Leads PART 3 | Insurance Agency Playbook

July 05, 2023 The Insurance Dudes: Craig Pretzinger & Jason Feltman Season 3 Episode 610
The Insurance Dudes
How To Track P&C Insurance Leads PART 3 | Insurance Agency Playbook
Show Notes Transcript

Welcome back to another exciting episode of "Insurance Mastery"!

In Part 3 of the series "How to Track P&C Insurance Leads," dive deep into the essential track sheet that every agent needs.

In a competitive industry like insurance, it's crucial to find ways to stand out from the crowd. Explore how you can differentiate yourself from other agencies and create a unique selling proposition. From crafting your elevator pitch to building authentic connections with clients, Jason reveals the secrets to making a lasting impression. 

Learn how to tackle objections and increase client retention with this informative series.

Stay tuned for the next episode, where the Insurance Dudes uncover even more game-changing strategies!

The Insurance Dudes are on a mission to find the best insurance agentsaround the country to find out how they are creating some of the top agencies. But they do not stop there, they also bring professionals from other industries for insights that can help agents take their agencies to the next level. 

The Insurance Dudes focus on your agency’s four pillars: Hiring, Training, Marketing and Motivation! We have to keep the sword sharp if we want our agencies to thrive. 

Insurance Dudes are leaders in their home, at their office and in their community. This podcast will keep you on track with like minded high performing agents while keeping entertained!

About Jason and Craig:

Both agents themselves, they both have scaled to around $10 million in premium.  After searching for years for a system to create predictability in their agencies, they developed the Telefunnel after their interviews with so many agents and business leaders.  

Taking several years, tons of trial and error, and hundreds of thousands of dollars on lead spend, they’ve optimized their agencies and teams to write tons of premium, consistently, and nearly on autopilot!

LEARN MORE BY Registering for TUESDAY’s LIVE CALL With The Insurance Dudes!


For more information and access to valuable resources, visit the Insurance Dudes!

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Jason Feltman:

Welcome to another playbook. I'm Jason Feldman and holy bananas in this series of of how to rock, PNC insurance sales. This is number three, this might be a long series, I am serious. I'm trying to give you every thing that I can a value for you to just take this and be able to dominate in your agency. Again, I said that we were able to get best in company I have zero idea. I'm not fantastic agent by any means. But there was one thing that I learned and it was how to dominate with insurance leads. And that was it. That's the only thing I know how to do. And we took that and was able to to be best in company. So let's get into today.


Insurance dudes are on a mission to escape be handcuffed by our

Jason Feltman:

agency's cow, by uncovering the secrets to creating a predictable, consistent and profitable agency Sales Machine.


I am Craig Pretzinger.

Jason Feltman:

I am Jason Feldman. We are agents. We are insurance. How To Track PNC insurance leads. And this is the part three in the series. Let's get into this this track sheet. So again, this track sheet has to do with the agents. And I know that we talked about how you know I'm a digital dude, I love a rockin CRM, and you have to have one to do this. But you don't have to. But if you want to do the kind of numbers that we're talking about here, we want, we want jack to sell 40,000. Remember, then we have to have something to really organize him because sales agents aren't very organized. I don't know if you know that. But you will learn you will learn if you don't know that. So we have a track sheet sitting on the agents desk, I told you, we were up to like 17 agents at one point. So that's about 170 quotes a day that we're running. And I want to be able to see it physically on the desks of people or to them take a screenshot when we went completely remote, screenshot, boom, I could see them. And then I can cross reference in the CRM, make sure that nobody dropped balls or anything like that, in which definitely did happen a lot. So we wanted to see that. But what do we want to see on this quote sheet. So here's the idea. It's a sheet of paper that has 10 spots per day, we know that anything over 10 quotes a day, and you're running into the I don't have enough time to really give a great quote, At that rate, the I mean, you can but that was right around our max capacity of quality to quantity. So on the sheet, you're gonna have five spots for 10 names apiece. So the first thing is we want the name of the client, we want to be able to cross reference in our CRM. The second thing we want on the sheet is whether or not the sales agent thought it was a good lead. So you say good lead, yes or no? Now, you might be wondering, well, why what? Why do they need to write that this is a total psychological play, we want to know what the agent believes about the leads. Because if you're looking at one of these sheets, and let's say, you know, you have a whole week's worth of sheets, let's say, you know, they have a quote today, which is 40 quotes a week and 35 out of the 40 say, now not a good lead. Well, we know that mentally, they're checked out, kinda, you know, they believe that the leads suck, if they believe that the leads suck, the leads are gonna suck for them. You know, this is a whole, there's a huge mindset thing in this whole play. Right? We know that they're only going to close one out of four quotes in our scenario. So most of the time, they're gonna hear a lot more nose than yeses, but we got to keep their head in the game. So this is so important to know where their heads at, and we can quantify it by just doing this on the sheet. We don't tell them that that's the reason why we're looking at otherwise, you're gonna see all Yeah, they're all good leads, right? So that's what I want to see on that sheet. This the second thing? Or the third thing after the name, you have whether or not it's a good lead. Number three is did they make notes with work? Family Fun? Why work family fun? Well, we want to quantify relationship building, and how can we do that in a simple way. And what we do is we quantify it by work, family fun, we want all of our agents while we're on that call, to see if they can get into a conversation about what they do for work, which they should be doing, regardless, right? I mean, we're, we're talking about insurance. And if you want to underwrite your policy correctly, you have to ask about the work but I want to know, like a lot about their work like whether or not they like it, when did they do Where did they go, you know, their work? What's their family, like? You should be asking this for their household, but like most people, if they're married, let's say they're married with a kid, they love to talk about their family, right? Maybe that's why they're doing what they're doing. We want I know what motivates them, especially for when we get into the proposal. And when we get into the script training, you're gonna see why how important this is. So we want to know what their work is what their family looks like, and ask them, you know, what do they like to do? And what do they like to do for fun? I'll tell you one thing, like, why is fun? So important? Because let's say you're talking to somebody who likes the New York Jets, right? Then you get him started on that, and they're gonna talk their ear off, right? You want to try to find something that's fun, that they liked that maybe you can even connect with him bond with all I love them, too. Oh, my gosh, did you see them last week, like so. So if you really go deep on those three topics, you're gonna find some gold that's really going to connect you. And it's going to make you stand out against other agencies. So work family fun. And we want to take that information. And that's what we want in our notes in our CRM. Why is that? Well, because when we follow up with these people, we should lead with that most agents. And this is why I don't know if your agency does this. But I'll say that like 95% of the agents in our agency would follow back up and say, Hey, did you look at my quote, like, that is the worst thing you can ever ask somebody? Why? Because out of after doing this to just 10s of 1000s of leads, this is the answer that you're gonna get 99.9% of time, no identity. So like, if we're going to ask a question, why would we ask something that's going to put a roadblock up? So it's like, the worst follow up question on the planet never asked that question. It's, it's so stupid. Like, he gotta get out of that. Like, if you hear your agents do that, just they can be so much better. So that's why we're asking that in here. Did you write down the word family fun and notes? Why, if you follow up with Sally, and Sally took her grandma to the hospital yesterday, and you said how your how's your grandma doing? Sally's not going to hang up on you, she's actually going to tell because she cares about her grandma, she took her to the hospital, she's going to tell you what it's about. And you're actually going to get into a conversation. And it shows that you care. So dude, you have to do this. This is like, work family fun in notes. It's what we follow up with. It's so important. So that's number three. Number four, did you use the big three in the proposal? So when you're going through the script, and we'll do this in the next couple days, we go through the script? Did you put those things? Did you tailor the proposal? When you go through the coverages and everything? Did you tailor it to like their actual family and give them scenarios so that they can picture what it would be like in a circumstance to actually use the insurance? But like, like, what if their grandma or their daughter was in the car, blah, blah, blah, right? So did they use that in the proposal? Now, the reason why we have it on here is I want this to be on the front of their mind. So like maybe they didn't do it, but like, they're gonna have to like remember the ordered, like, let's say they're on their eighth quote, and they kind of forget about this, they're gonna remember, because at the end of the quote, they're filling this out. Right. So that's kind of the thought process behind it, then we're going to also I have on here is that we? Did they put the benefits before the price. So I know I probably should have done the script training before this. But like, I don't know if you've ever heard an agent that talks about the policy gives a price to the client. And then oh, but then there's this on the policy. And then and then there's this, and then like the person's like, I don't know. And then like, oh, but but there's also this, that is the quickest way you're going to lose trust with that person. Because it almost seems like you're being shady or like you're adding something or like you're like lying about it. Maybe that's why you didn't mention it before. But you're mentioning again. So we want to make sure that we're building everything for the price after the price we go into the to the close. So super important. Did you try to overcome the objection? A minimum of at least twice? Minimum? We have on the sheet three times, which I would probably do again, but at least twice. Because we know that whatever the first objection is, isn't really the objection. They're trying to buy time because making you know, financial decisions are kind of tough. So they just say something to buy some time and then get off the phone. So try to overcome the objections. Did they try to do that? Because I want to know if they if they're being honest, like are you actually trying because when I listen to the recording, and we do a hot seat or something, I want to be able to verify that they that they did try to overcome the objection. Did they status it in their CRM, we see so many times that they forget the status thing. So that's why it's on the sheet. Do they status in the CRM? The next one is did they send an electronic proposal? There's not much tangibility to this game. So we have to make sure that we're getting them. And did they send it while they're on the phone? Send it on the phone. We're not going to play this game of send me the quote, and then I'll get back to you. Right? Well, if one of the objections is to, you know, I just email me the quote, yeah, I'll email it to you. Did you get it? Let's go through it. What do you have any questions about I mean, it seems you know, and then you can keep that's a way to overcome an objection is to follow what their their request is to get the quote, but then go over it with them. GEICO is so good at doing that man. They're They're either a one call close, or they never talked to the person again. So they're really good at the objection part. If you haven't just called them and got a quote, got to do it. So good. So yeah, make sure they send them an E proposal. The other thing is a text, send them a thank you texts do it while they're on the phone, often in two text messages, people will respond, are like five times more likely to respond to a text than a phone call. So what we want to do is we want to establish who you are your phone number, the texting from that number, and we want to establish that they're your contacts in their phone, right? Especially if the next day when they're thinking about, Oh, I just got to switch. My wife just yelled at me. I didn't actually switch because I didn't want to or whatever that like, oh, but you know, Jason, Jason, text me? Oh, yeah, he's in my texts and texts back, right? Something like that. So like, you want to be able to make sure that everybody gets a text. And then you want to make sure that they put notes, have to put notes because if somebody else gets the phone call, and like, let's say Jack was gone that day, and Samantha picked up the phone, we want to leave off with the lead, right, right where Jack left off with her. So super important. If they follow all those things, we call that a perfect quote, right? We know that if they follow all those steps, that that gives them the most like the biggest chance the most likely to, to close that person. And that's all we're doing in this game. Our this whole game just has to do with trying to do everything that we can to give us the most likely chance to closing the lead. Right? And then of course, is the follow up, we have to follow up. Follow up every single day. That's what we do with these leads. We follow up with them every single day. Well, what if they said a week from Friday, they're getting paid a week from Friday, I don't care. Follow up with them the next day, pretend like nobody remembers what is it like somebody forgets 80% of a conversation by the next day. And here's the other thing is that they probably filled out information and they're gonna get bombarded by phone calls. If you allow your agents to put out a every single person to like a week to follow up with them, you're never going to close any policies guaranteed. I promise you're going to it's going to be so minuscule how many policies that you close, because you know why my agency is going to call them every day and they're going to close. I mean, that's just that's the reality. And I've tried it every way. The only reason I know this is from the experience of follow up, follow up with the work family fun every single day, get into a relationship, and that'll give you the most likely chance to close these leads. All right. So that's it point. This is going to be long. How do you feel about this? I'm trying to give you everything everything you need to dominate, dominate. So I'm Jason Feldman.

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