September 28, 2015
1. Recognize superior performance. Publicly recognize and reward superior sales performance. This will go a long way towards encouraging your staff to work harder to write more auto or home insurance policies. You should have multiple contests or measures so that everyone feels like they have an opportunity to win or be recognized for doing an outstanding job. Prizes or recognition does not have to cost a lot of money. Sometimes just telling someone that they did a great job in front of their co-workers will make them want to do it over and over again or make others want to be recognized next time.
2. Invest in inbound auto insurance leads. When your agents see that you are willing to spend money to help them make money, they will put forth an extra effort. Inbound auto insurance leads or auto insurance live transfers are prospects that have been qualified as wanting an auto insurance quote. This will enable your sales producers to spend their time quoting qualified prospects rather than cold calling or tracking down someone who may not be truly interested. Sales producers can spend their time on what they do best, quoting and writing policies.
3. Encourage sales producers to work extra hours and/or on Saturday. To finish the year strong, you may need to encourage your staff to work when their prospects have more time to obtain a quote or complete the insurance sign-up process. An additional motivator would be to make available inbound insurance leads after 5:00 and on Saturdays. Not only will they be able to follow-up or close older inbound auto insurance leads, but they will be able to talk with new people looking for an auto, home, life, commercial or life insurance policy.
4. Hold daily sales meetings. Hold a daily sales meeting with your sales producers to review how they are performing and to provide tips and tricks on how to write more policies. You should use your inbound insurance lead call recordings to listen to sales calls, as a group, to provide constructive advice to your sales producers on how they can better handle the inbound calls. This is also an excellent time to recognize superior performance from the previous day or week.
5. Expand your geographic reach and allow agents to quote everyone. The easiest and fastest way for you to grow your sales is to take inbound auto insurance leads from anywhere in your state or states that you are licensed to sell insurance in. This will increase the number of inbound calls available to your sales producers and increase the likelihood that they will write more business. Another way to increase your inbound auto insurance calls is to not limit your calls by someone’s insurance history. Take every call available and for every type of insurance you sell. The more your sales producers quote, the more business they will write.
Bonus Tip: Show sales producers you are in the trenches with them. When your agents see you taking calls, quoting and writing policies, they will want to be there with you. Schedule your day to take a few inbound auto or home insurance leads a day. Be an example for your staff and use every strategy you know to write the business.
Agent Ethan Kosmin Generated over $200,000 in premiums during first year in business thanks to Contact Concierge.
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