Randy Schwantz in Insurance Agencies
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June 19, 2023 – 4 min read
Randy Schwantz in Insurance Agencies
Randy Schwantz in Insurance Agencies
When welcoming a new producer to your team, it’s crucial to have the right elements in place to set them up for success.
Just like preparing a guest room for a visitor, you need to ensure that your new producer has everything they need to thrive. In this blog, we’ll discuss the key components of a sales playbook and how it can empower your new producer to excel in their role.
Before the arrival of a new producer, it’s essential to think ahead and anticipate their needs. Consider their journey within your organization as if they were a welcomed guest. This mindset will help you identify the foundational elements required for their success, the most important being a Sales Playbook, a track for them to run on.
At the core of preparing for a new producer’s arrival is the development of a comprehensive sales playbook. This playbook serves as a guide, outlining the key steps and strategies they need to follow to achieve success. It typically consists of seven essential components:
Goal Setting and Motivation: Start by helping the new producer establish clear goals and provide them with the motivation to strive towards those goals.
Differentiation: Teach them about the unique selling points and features that set your agency apart from competitors.
Prospecting and Appointment Setting: Equip them with the necessary skills and techniques to identify and engage potential clients, ultimately setting appointments.
Sales Call Preparation: Teach them how to effectively prepare for sales calls, ensuring they are well-equipped to win over potential clients.
Sales Process: Provide them with a proven sales process that leads to successful outcomes, guiding them through each stage of the sales cycle.
Client Retention Strategy: Help them develop a strategy to nurture and retain clients once they have secured them.
Performance Metrics: Establish key performance indicators (KPIs) that will enable the new producer to track their progress and determine their level of success.
Just as a speedometer informs you of your speed while driving, the metrics within the sales playbook act as a measuring tool for success. These metrics allow the new producer to gauge their performance, indicating whether they are on track or need to make adjustments to achieve their goals.
To ensure the success of your new producer, it’s crucial to provide them with a well-crafted sales playbook. By encompassing key components such as goal setting, differentiation, prospecting, sales process, client retention, and performance metrics, you equip your new producer with a roadmap to excel in their role. Remember, by investing in their preparation and providing the necessary tools, you set the stage for their success, ultimately benefiting both the producer and your agency.
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The Wedge Sales Culture is credited as the engine of this growth, and this case study explores how the agency has implemented and benefited from this process.
“Hire Producers with Confidence” Use Our Evidence-Based Interview Process to Eliminate Candidates Who Don’t Have GRIT
With my evidence based interview process you can be sure that your next hire has the GRIT to fight through walls and achieve success selling commercial insurance.
Growing Your Agency Just Got Way Easier
Do you want to work with me to grow your agency?
Take 90-seconds to complete this application
to see if you are eligible for a Growth Session.
How the Wedge Sales Culture Drove New Business Growth
The Wedge Sales Culture is credited as the engine of this growth, and this case study explores how the agency has implemented and benefited from this process.
“Hire Producers with Confidence” Use Our Evidence-Based Interview Process to Eliminate Candidates Who Don’t Have GRIT
With my evidence based interview process you can be sure that your next hire has the GRIT to fight through walls and achieve success selling commercial insurance.
Growing Your Agency Just Got Way Easier
Do you want to work with me to grow your agency?
Take 90-seconds to complete this application
to see if you are eligible for a Growth Session.