We really focused in on this for her with these calls and one on one training with me and last month she issued 8 life and 1 disability policy by herself
100 App Month Fundamentals
The thought behind our 100 App Month Fundamentals course.
“The biggest door into the house is the garage door. If you go into the garage, you will have access to the entire household, including their network."
That’s why getting good at quoting auto coverage is an absolute must. It’s like learning how to dribble the ball when playing basketball. If you are not good at dribbling the ball, you will keep looking at the ball and not see the court. Once you get good at dribbling, the practice becomes muscle memory. Now you can look up and see the open player, the pass, the assist, the open shot.
In this video we put together a cheat sheet of secrets behind a 100 - Application -per-month producer and hear about the process, conversation, value selling, follow-up , and other steps that are key to getting to high- producing numbers.
This is the ideal place to start your training because, in this video, I featured Diana, who was our first team member ever to crack 100 applications. She has not written fewer than 100 for over two years, and she’s also the first TM that I know of to ever break 200. I also feature Jacob from our office. He was the fastest to break 100 in just his third month.
You’ll find lots of good context in this video from two rock star TMs and my explanation about the secrets that work for them (and for you) behind the scenes.
This is an additional auto sales session to complement video #1 to help better sharpen your tools in your auto conversation. As we keep building additional content, I will hand select top study material to be added to this section as we go.
My ask is to keep studying these fundamentals in this order, and keep an eye out on additional content to improve your understanding of each section.
This Part 2 of Auto Sales Best Practices highlights information my team shares on how they were able to have one of our strongest auto months. This will be key in your understanding of how to go from good Auto production to great Auto production.
This is a significant training on best practices of call times and speed—a highly valuable takeaway for my team. I learn more about effectiveness and speed from this research. I thoroughly review this document’s advice on the best days to prospect, best time of day to call, response time, and how persistent to be.
After, my team understood that if you call a prospect back within 5 minutes or after 10 minutes, the response rate drops 400%, so it was a no -brainer to work on speed. And this is where our agency’s belief barrier switched on, because this is the message: “Everyone can do 100 apps. It all comes down to speed. Some can do it in a month, some take three months.”
Once you have given some thought from video #1 on the overall auto sales process and video #2 about effectiveness, it’s appropriate to spend time on learning how to work leads. In this video, you may have learned from team members about their best practices, work ethic, mindset, and overall
production best practices, but now it’s time to learn how to work leads.
In this video I go over our lead sales process, item by item, from recognizing the lead all the way to the closing conversation. I also feature our new- hire Lynn on this call who closed 50 applications from purely working leads. The interesting point in this video is the part about how she went from struggling to write even 10 applications in her second month to jumping to 50 by changing one small technique about her process.
This might be the video that will boost your production two to five times by making a few small tweaks.
This is a significant video to plug in after you watch the systems-based video #3. I’m huge on mindset and I strongly believe it’s the missing ingredient in our industry. We don’t spend much time talking about mindset, so in this video I introduce some limiting belief barriers, what to look for in talent, responsibility, office culture, failure, success, and much more.
This is a relevant podcast- like episode to get your head in the right frame and put more emphasis on the culture you are forming in the office, because office culture is everything.
Umbrella is the best- kept secret of State Farm. The job becomes almost too easy after we get good at selling the umbrella policy. This one product solves almost every issue. Whether it’s lapse/cancel, referrals, life sales, culture, job satisfaction, and even income.
Focusing on the correct umbrella sale is the secret of our office. We write a lot of them and it helps us unlock so much more within the conversation. Discussions about the umbrella policy increase our closing ratio, unlock more life insurance opportunities, and get us many more referrals.
This video is the game changer for anyone looking for the secret to the three-point game- winning shot!
This video on its own isn’t enough, which is why I have placed the interview with Telma next (#7). In this video I show the exact step -by- step process of how to sell a life insurance policy.
This is exactly what I would do in front of a customer from asking questions, drawing pictures (apologies, some of my drawings are not pretty), writing the analysis down, and explaining the medical exam as part of closing the conversation.
This is the technique I used to train Telma and all of our life producers. I would keep my team accountable to set life meetings and walk clients exactly through what I walk through in this role-play. I would have the TM with me in the meeting. This is how I coached my team to take over all the life production and make exotic travel look almost effortless without my producing a single life application.
Telma has been our life queen for many years by leading the team in both life application count and premium. It’s normal for her to pull the whole travel on her own.
In this video I discuss the basic life insurance pivot, conversation, needs analysis, and sale. Telma loves keeping this simple and to the point. She does an amazing job of not letting the whirlwind of the business get in the way, as we famously hear the excuse “we are too busy to pivot so we didn’t ask.”
She knows that we are busy talking to people, so no need to work a list. Just keep talking to the prospect in front of you. Telma talks about her amazing follow- up process. This simple but effective interview with Telma is what all team members need to hear.
The greatest compliment for what we do is a referral. Our office places a huge emphasis on referrals. That’s why I have learned if you do not build a culture of referral asks, you need to keep the team accountable and ask. Otherwise, the job gets tougher.
I share this Walt Disney quote:– “Do something so well that people can’t help but to tell others about you.” So yes, you will naturally get lots of referrals by doing what you do well, but if you do what you do well and get good at consistently asking for referrals, you will be overwhelmed with them. That’s how you are able to get to producing 100+ quality applications per month.
When you train customers to become referral machines, it all changes, the closing ratio goes up, referrals are always more loyal and open to discuss multilining, and job satisfaction goes up for our team, which is huge for retention. Referrals are a game changer and it's the fastest and most effective pay raise you can give yourself as a producer.
The greatest compliment for what we do is a referral. Our office places a huge emphasis on referrals. That’s why I have learned if you do not build a culture of referral asks, you need to keep the team accountable and ask. Otherwise, the job gets tougher.
I share this Walt Disney quote:– “Do something so well that people can’t help but to tell others about you.” So yes, you will naturally get lots of referrals by doing what you do well, but if you do what you do well and get good at consistently asking for referrals, you will be overwhelmed with them. That’s how you are able to get to producing 100+ quality applications per month.
When you train customers to become referral machines, it all changes, the closing ratio goes up, referrals are always more loyal and open to discuss multilining, and job satisfaction goes up for our team, which is huge for retention. Referrals are a game changer and it's the fastest and most effective pay raise you can give yourself as a producer.
I have compiled these essential videos from our library, in specific order, to help guide producers in the right direction towards achieving a record month. I gave this video training selection a lot of thought as I never had structured training for new hires or existing teams that wanted to take their production to the next level.
After much helpful feedback from my peers and my team — and after thinking carefully about this order, — my formula for you to follow is to get your team members moving toward record months.
This is going to be a “living breathing” video series which will be continuously enhanced as the library improves. I will be very intentional with this section as it will be the “go to” fundamentals to developing both my and your teams. As I keep on sharing content and interviewing agents - the appropriate videos will be added in this section to help accelerate training speed for our teams. So they can have all the necessary tools needed to maximize their performance in the shortest possible period of time.