RPOA

In this month's episodes...

You're just too expensive...

As much as we try to get away from price by using a stellar process where we don't sell apples to apples, people sometimes still make it about price! This week we are going to focus on how to respond to a prospect when they simply tell you that you are too expensive after you present the price. We will talk through the psychology of this subject as well as present a couple strategies that will help us be more effective at talking through these hesitations with the prospect in order to make sense of what we are proposing to them.

Different tactics for different prospects - Knowing what to use when!

This week’s episode is sure to get your wheels turning! We are going to discuss how to customize your approach and really how to tailor it to the type of prospect or customer you are talking to. Think about all of the different viewpoints prospects and customers have on a daily basis. How awesome would it be to understand how to approach each one of these in the most effective way?  This week we are super excited to talk about how, when, and why we use different tactics with different prospects so we can give ourselves the best chance of connecting with them and ultimately leaving them better protected!

The things we tell ourselves as salespeople - how to take care of our mental!

Let’s face it, sales is a game of psychology. We talk to so many people, and we are told to go for “NO” and continue to motivate ourselves and be self-driven to be our best. I’m just going to call it out. This isn’t easy! But… this career is sooooo amazing if we are aware of how we take care of our mental. So, this week we are going to talk about the things we tell ourselves as salespeople and how to take care of ourselves. At the end of Tuesday's episode, our goal is to give you some strategies to work our way out of the down times so we can be our best on every call.

I can't afford the down payment...

A topic that is coming up more and more around the country, this week we are going to work on how to respond to our prospects when they say they “can’t afford the down payment.”  Some states have implemented rules that require higher amounts to be collected at new business, but these higher down payments can also be required for various other reasons that are in our underwriting guidelines.  This week we will work through how to respond, but also will discuss just how important our own thoughts around this requirement can be in our results.

In this month's episodes...

I might not be able to beat your price...

This week on RPOA, we are going to approach the conversation about price in a way that you might not expect. At the beginning, we are going to come right out and say “I might not be able to beat your price…” in order to open up the coverage conversation, and in some ways, just get them thinking.  This is a super fun exercise on being bold and confident, and is something that has proven very effective in our agency.

I like everything we've talked about, but I want to get a few more quotes...

“I like everything we’ve talked about, but I just want to get a few more quotes….” Wait what?!!!! How could our prospect say this when we have had a full conversation? This objection is one that catches us by surprise when we have done a thorough job explaining things to our prospects. This week, we will work on some ways to prevent this objection from coming up and also share a great response if it does come up!

Vision Planning for 2023

This week we will work on planning our vision for the upcoming year. The more specific we are with where we want to go, the more likely we will get there! By the end of this episode, you will be fully prepared to work on your own vision and create one that will have a lasting impact!

Personal Brand - A must if you want to reach your full potential!

This week we will talk about setting ourselves up for success by being memorable with a Personal Brand. Prospects don’t just buy our products, they buy us! Let’s make sure they know who we are and how we can help from the beginning of our conversations. We will show you how to customize a Personal Brand specifically for you and you will be able to use it immediately to get the results you want!

In this month's episodes...

I haven't had a chance to look at the quote yet, I'll call you back when I'm ready...

It happens every day! We are just following up on a proposal that was sent, and our prospect says, “I haven’t had a chance to look at the quote yet. I’ll call you back when I’m ready….”  A lot of times, we have nowhere to go with these types of calls if we don’t set it up right, and that set begins way before you make the call. We can’t wait to talk about this topic this week and give you a strategy to help the prospect want to stay on the phone with you and close the business now rather than later!

I need to talk to my spouse first...

Join us this week LIVE from New York to learn a great way to handle this popular objection, "I need to talk to my spouse." A lot of people feel like this one is almost insurmountable and oftentimes stop trying when they hear the "spouse" word. You will leave this episode armed with a clear path to help you continue the conversation and, in many cases, close the business right then!

Comebacks for "the impossible" scenarios…

This week we are going to go through multiple scenarios that are on the most difficult side. In fact, some producers might even refer to them as “impossible” to overcome.  As producers, we all need to be armed with something to say in these scenarios so that we can either move forward or move on without letting them shake us mentally.

Call me back after the holidays

This is the time of year we start to hear this from prospects, “I just don’t have time right now, can you call me back after the holidays?”  Join us this week to learn how to open the door and continue the conversation when presented with this pushback so you don’t have your sales impacted by this!

A day in the life…

This week we are going to really focus on the “how” behind what top producers do in managing their time, and just what their days look like from start to finish.  We have pinpointed 7 areas that we feel contribute to their success.  We will go through each one of these in depth and also hear from producers on why they feel they are important and lead to their productivity!

In this month's episodes...

Strategies to help you get out of a sales slump!

We are really excited to deliver great content  on the show this week on strategies to help you get out of a sales slump!  Everyone has a down month from time to time or a “slump…” When this happens, our mental outlook can go down and we get discouraged and just want the month to end so we can start fresh. We will teach you strategies that have been proven to get you up and running and make you charged to stay the course!

How to work LIVE transfers

So many of us are now working live transfers because they are a great way to grow our business!  The way that we answer these calls, and the process that we use to keep them on the phone and successfully go through an entire quote, makes all the difference in your effectiveness of closing these.  We will share what has made this the process that yields the most sales of anything we do in our agency.

How did you get my number?

Let’s face it, when we make outbound calls to prospects, sometimes they don’t trust us enough to give us the time of day! Some prospects might even say, “How’d you get my number?” With this objection, the key is how to respond in a way that will build trust and keep them on the phone.

Top producers talk about "The Close"

This week we are going to bring on a panel of 3 top producers who are going to focus on sharing some tips they have in closing business.  All 3 of these producers have a true passion for this very important part of the sales process where we ask for the business, and that will be what we spend our time on during this segment.  Each one will give you specific tips during the close that they believe has led to their success!

In this month's episodes...

Unlocking the opportunity to quote by mastering front end objections

We all want as many opportunities to quote as possible! Unlocking what it takes at the front end of the call is key because it is inevitable that we will get a lot of front-end objections. In our agency, we role play how to keep prospects on the phone even if they tell us, “they aren’t interested,” “didn’t request a quote,” or “don’t have time.” Join us on Tuesday to understand how to get agile at handling these objections in order to get more quotes!

Top 10 rapport builders when calling new prospects

People buy our products and services, and they also buy us!  This week we are going to talk about our top 10 rapport builders when calling new prospects. You will be surprised that we will not be teaching how to talk about your prospect's dogs or cats or the crazy weather! Ha! If you use what we will be teaching, we guarantee your prospects will buy your products and services, and most importantly, they will buy YOU!

I'll go with the auto for now, but I'll wait until renewal to talk about my home policy

It happens…. We get to the end of the conversation and we’ve quoted a prospect’s auto and home and they say, “I’ll go with the auto for now, but I’ll wait until renewal to talk about my home policy…” What do we say to this? Why is the prospect saying this? What is the solution? Answering their specific reason and showing them a solution to it will be the difference between this prospect becoming a multi-line customer with you, or an X-date.

Shifting your mindset from “Service work is bogging me down” to “I make so many sales from my service calls!”

This week we are going to focus on changing how we look at service calls.  We talk to producers every day who say “I just don’t get it - how are you guys selling so much just using your everyday service interactions?”  Our goal will be to have you leave this show with a whole new understanding of just what opportunities you have with your everyday service interaction, and it all starts with looking at them, not as interruptions, but rather as the opportunities they are!!

In this month's episodes...

You're too late...I already signed up with another company

Many would say this is one of the most difficult objections to overcome, the dreaded “I’ve already signed up with another company…” Rather than looking at this as a hard STOP, tune in to this episode to learn how to make this a fun opportunity to really show your prospect what you got!

The Art of Asking for the Full Household

A lot of times, we as advisors focus on full households being auto, home, and umbrella policies when in reality, so many have a lot of other things to insure. We have to have ways of asking for things like boats, motorcycles, motor homes, ATVs, etc. We already have our prospects on the phone, so it just makes so much sense to dig deeper and uncover other potential policies so that they are properly protected. Join us this week to learn how to increase your sales by focusing on everything in the household with the prospects you are already talking to!

Rapid Fire

This week is going to be a little bit different! Jeremy will be in Quebec enjoying an Allstate trip, so Kristin is going to host the show solo.  She will be coaching 3 team members from different agencies on something very specific that they want to work on. For producers, this is going to be a great show to really see how you should be practicing every day, and for managers and owners you are sure to walk away with some great coaching tips on how to help your producers get better!

The follow-up call

The Follow-Up Call” is often overlooked as the most essential closing technique! The reason I say this is because the majority of our sales come from follow-up, yet a lot of times, we are not super intentional about “how” we follow up! This week we will dig deep into the benefits of having a follow-up process, what to say and what not to say on our follow-up calls.

The art of handling statewide rate increases

This week we are going to work on a topic that is very prevalent in our agencies today - rate increases.  We are going to focus on both areas that this is impacting us, at new business when we are quoting higher prices than in the past, and at renewal when our teams are fielding many calls from customers asking why their premium has gone up.  We will give you specific tactics to handle both of these situations, and how you can look at both of these scenarios as a positive!

In this month's episodes...

Sorry, I already renewed with my current company

This week we are going to work on a front-end objection that producers tell us they really struggle with -   the dreaded “Sorry, I just renewed with my current company…”  Rather than looking at this as something that we can’t overcome and something that literally ends the call, we are going to focus this week on getting this particular prospect to see things a bit differently, in the hopes that they will be open to getting a proposal from us and ultimately switching to our agency!

I already got quoted a better price with the same coverage...

This week we will work on an objection that so many of you have mentioned you need help with - “I already got quoted a better price with the same coverage….”  There is so much we can do before we present the price that can help to prevent this objection.  This will definitely be a focus this week, as well as what we can come back with if they do say this after you ask for their business.

Top producers share actual “nuggets” they use every day

This week you are going to want to get your pens and paper out!  We are going to have a panel of top producers who will share very specific things that they are doing everyday to get to their production levels. We’ve had other panels where we focused on processes such as asking for referrals or building COI relationships,  but this week we are going to focus more on the little things that these producers do every day to get where they are.

In this month's episodes...

5 proven sources to lead to ADDITIONAL business! - Part 2

In the final episode of May, Jeremy and Kristin are going to spend the time discussing 5 very specific sources for acquiring new business that you can add to what you already do every day.  Our goal is to have you leave this webinar with 1-2 ideas that really speak to you that you can commit to, and we are confident with that commitment you will see an immediate lift in your production! Bring your notepads this week and be prepared to write down a source or 2 that you are going to commit to!

Asking for referrals

Asking for referrals is probably the most underused source of business in our industry, and one that can have an immediate impact on your production.  What we find is that success with referrals comes down to where one is comfortable asking, so we are going to talk a lot about that in this episode!  We are also going to unveil a new script this week that Kristin has been working on and seen great results from!

Just give me the price!

This week we will be tackling an objection that most struggle with, “Just give me the price… Just give me the price!!!” No one likes dealing with people who are pushing us NOT to give them advice on their insurance. We need to focus on how to give them what they want AND give them great advice! I’m looking forward to this one because I think you all might be shocked at what we come up with saying!

Gas, groceries, or insurance coverage?

During times when we are seeing the cost of goods and services going up, our conversations as insurance agents can become just a bit different.  We are talking to consumers who are in a different financial position than perhaps they are used to being in, and it is forcing them to really weigh where they are going to allocate their funds more carefully.  This week we are going to work on just how to talk to those prospects, and even current customers, who are calling in in this mindset of trying to reduce their insurance spend.

In this month's episodes...

I want to cancel my policies

It's never a fun call to take, when someone says, "I want to cancel my policies with your agency." Our immediate response is going to be everything with this one! This week we will focus on a process that will help you extend these conversations and take them to a place where your customer will be more open to staying with your agency - which is always the goal.  Tune in to find out how to turn these calls from confrontational into solidifying the relationship with our customers!

How to build rapport even when you think you “aren’t good at it”

The ability to build rapport with our prospects makes all the difference in our success as salespeople. We often hear from producers that they feel like sometimes they just aren’t good at being able to build rapport and we KNOW that no rapport building equals missed opportunities! This week we are going to laser focus on specific strategies that will lead to you being able to better connect with your prospects, which in turn will lead to higher close rates, better conversations, and more sales!!

Hmmmmm, I never requested a quote...

We get so excited to jump on those dials and talk to leads and, then, the prospect says, “Hmmmm, I never requested a quote…”  Wait, what?!!! How could this happen?!!! We will have the answers in this week's episode of RPOA! We will teach you how to make the most of this front-end objection in order to open the opportunity to quote even if they say they didn’t request one!

5 proven sources to lead to ADDITIONAL business! - Part 1

In the final episode of May, Jeremy and Kristin are going to spend the time discussing 5 very specific sources for acquiring new business that you can add to what you already do every day.  Our goal is to have you leave this webinar with 1-2 ideas that really speak to you that you can commit to, and we are confident with that commitment you will see an immediate lift in your production! Bring your notepads this week and be prepared to write down a source or 2 that you are going to commit to!

In this month's episodes...

Send it to me in an email…

When a prospect says just “send it to me in an email,” it is usually a sign that we did not follow the entire process and that we left something out which is causing them to say this.  This week we will learn not only how to respond to this objection, but more importantly - how to prevent it from happening very often!

The Do’s and Don’ts of presenting price

Presenting price is the grand finale of the sales process and one that most people fear because we aren’t sure the prospect is going to buy until they say “yes” to the price. This week we will learn what to do and what not to do when presenting price at the end of the coverage conversation. If you use what we talk about in this episode, your confidence in presenting price will increase as well as your close ratio.

Why did my rates go up?

This week we are going to work on a call that many of us dread taking, “why did my rates go up?”  We are going to really focus on how as producers we can stay positive when presented with this question, and more importantly how we can leave the customer feeling heard.  The end goal of this call should be that the customer feels confident with their policy, and that they do not feel like they need to immediately go shop around.

The LIFE of an internet lead

In today’s world of insurance sales, leads have taken on a crucial role in our agencies because if worked correctly, they can lead to substantial growth! This week we are going to speak from the perspective of just what the “life” of a lead should look like if we want to get the most out of it and if we want to improve our odds of being successful in working leads in general. It takes strategy and consistent activities as well as a lot of common sense to be successful at working leads. We will share everything we can to help!

In this month's episodes...

Lightbulb moments that were career gamechangers

This week we are going to bring on a panel of 3 producers from around the country who decided to commit to a specific tactic that has absolutely changed their results!  They will talk about how they got outside their comfort zone and committed to the process, and the specific impact it has had!

Overcoming 3 No’s to get to a Yes

This week we are going to have some fun practicing overcoming the No’s we get every day in order to get to YES! We will do this by using the now famous “Grid” over and over (at least 3 times!) so that when we are faced with a NO, we will be more agile at helping our prospects feel comfortable buying now!

All of this sounds great, but I need you to get the price down a bit…

This week we are going to talk through and role play an objection that often stops us from focusing on what is most important in our conversations with prospects, which is helping them get the right coverage! What we hear with this specific objection is that it oftentimes shifts the conversation to price, and nothing else.  We have the tendency to go right into thinking about how we can trim coverages to get their rate down in order to "save them" from going somewhere else, but, there is a better way…

How to manage your PIPELINE to win more business

In sales, knowing how to manage your pipeline is not just important, it is everything if you want to be successful! The fact is that we are not going to close ever prospect the first time around. That means we need to manage our pipeline of potential business with intentional follow up. It’s all about efficiency and having a system to succeed!

Daily habits that will turn your job into a career

The reason why one sales producer succeeds in this business and why one doesn’t can often be found in their daily habits - the little things that they focus on doing every single day.  This week we are going to focus on some of the habits that we have seen payoff for top producers that we have in our agency, and also in other agencies that we have worked with over the years.

In this month's episodes...

I don’t have time right now, can you call me back next week?

There are so many front-end objections when it comes to calling leads and customers, and often times it really is just because they are not expecting our call at that very moment.  Every day we hear, “I don’t have time right now, can you call me back next week?” This week, we will discuss how to make the most out of this objection and increase the odds of quoting the business now rather than later.

3 Yes Close

Back by popular demand! This week we will be talking about one of the most popular, and impactful closing techniques we have ever trained our own team on. The “3 Yes Close” is a game changer in helping us gain buy in and flush out any hidden objection.  Asking our prospects a series of questions right before we ask for the sale will not only give us a gauge on where they are at, but it will also dramatically improve our close rates. We are are constantly looking at way to increase our batting average so this is one you won’t want to miss!

I think I’ll just wait until my next renewal

You’ve just given a great presentation and feel like the prospect is ready to buy when all of a sudden they say “You know, I think I’ll just wait until my next renewal…”  You’ve already overcome a few objections, you’ve shown them the value of what you have to offer, so now what?  In this episode, we are going to focus on a strategy to get our prospects to see why it will make more sense for them to switch now, versus waiting.  As salespeople, learning how to push through these types of delays can be the difference between being an average producer, and a GREAT producer!

Making monoline calls that get results

One of the most popular “lists” that we all like to work, monolines are a great way to increase our sales, our retention, and our customer satisfaction! This week we will talk about how to open these calls with a proven strategy that leaves the customer better informed and ready to buy!  Join us this Tuesday and learn how to be more effective at turning our monoline customers into multi-line customers!

In this month's episodes...

Using unique selling propositions to set yourself apart

There are so many things that we can do to set ourselves apart in this industry. We use a process that helps people understand their insurance needs better (RDCR). We use a personal brand to show people how we work with our prospects and customers and this week we will add Unique Selling Propositions to our tool belt. What makes our company and agency unique is important because it helps our prospects and customers choose us and stay with us over other companies. We will give you a formula to work on your own Unique Selling Propositions and role play ones that we use in our agency as examples.

10 Service Calls = 3 Sales

There is so much opportunity in our everyday inbound service calls!  For over 25 years I have been a very "in the trenches" agency owner, I love talking to customers!  I have tracked my results from the beginning, and can safely say that if this process is followed, you will start turning these calls into opportunities to better protect your customers immediately.  In fact, for every 10 calls you take, you can expect to make 3 sales by following this process. Payments, add cars, change cars, address changes, many agencies think of those as time consuming, but my team turns these all into sales every day!

Writing Emails That Get Results

Let’s face it, our current business reality is that we don’t always get ahold of our prospects and customers over the phone. Writing effective emails is a must in order to be able to follow up from our conversations and connect with people if we can’t get them over the phone. This week we will share some crucial tips and strategies that will help you write emails that will get responses and results!

Sales Rockstars Share Their Secrets

This week  we are going to interview 3 rockstar producers who sit in your exact same seat every day and deliver incredible results month in and month out. These 3 all have very different perspectives, but what they all have in common is that they know their success all starts with a commitment to doing the daily activity, and following the process. These producers are sure to leave you with some great tips on how to succeed in your role in 2022 and beyond!

In this month's episodes...

Taking a service call from hello to cross sale

Taking service calls is such an opportunity to create long lasting relationships with our customers, give a 5 star experience and make sure if it makes sense to cross sell into different lines. So, this week we will show you how we take an everyday service call from that initial interaction to a full review and cross sale. We do this in a way that really helps the customer understand their coverage better and leaves them better protected.

Creating A Vision And A Plan For 2022

This week we are going to work on planning out our vision for the upcoming year. The more specific we are with where we want to go, the more likely we are to get there!  By the end of this episode, you will be fully prepared to work on your own vision and to create one that will have a lasting impact!

I’ll go with you guys if you can beat my current price

This is a front end objection that we have been hearing from prospects a bit more lately, so we thought we would focus on different ways to overcome what can potentially be a “jarring” way to start your calls.  Join us this week to learn some tactics to address this and how to get back on track to following “the process” that we all know is so important if we are going to get the best results!

The art of de-escalating everyday scenarios

In our roles,  there are many different scenarios that can cause our prospects or customers to become escalated.  How we handle these situations can make all the difference in the world in the outcome.  Join us this week to hear us talk through effective strategies for de-escalating these conversations that come up.

In this month's episodes...

How to recommend and negotiate coverage

We always talk about not selling on price and leading with the customer. There is no better way to do that than to truly understand how to negotiate limits in order to make sure the prospect/customer has the right protection for their needs. This week we will role play some specific strategies on gaining buy-in so the prospect/customer has that “YES” mindset at the end of the call.

Keeping your pipeline full

In our business, success comes from two things - First, having the right conversations every day, and second, having enough of them! This week we are going to focus on the second piece, putting yourself in a position where you know every day that you are going to be able to have enough conversations about insurance to be able to sell the number of policies you want in order to be successful.  We will give you specific tactics proven to keep your pipeline full, so this one is a must watch!

Call me back after the holidays

This is the time of year we start to hear this from prospects, “I just don’t have time right now, can you call me back after the holidays?”  Join us this week to learn how to open the door and continue the conversation when presented with this pushback so you don’t have your sales impacted by this!

No thanks, you’re just too expensive

As much as we try to get away from price by using a stellar process where we don't sell apples to apples, people sometimes still make it about price! This week we are going to focus on how to respond to a prospect when they simply tell you that you are too expensive after you present the price. We will talk through the psychology of this subject as well as present a couple strategies that will help us be more effective at talking through these hesitations with the prospect in order to make sense of what we are proposing to them.

I did ___ and my production skyrocketed

We all want to know what the magic cure is for increasing our production! This week we are going to bring a couple of agency owners and a staff member on to share very specific processes that they have implemented from being a part of RPOA that have made their production skyrocket!  They will walk us through exactly why they believe in these processes and share the specific results they have seen. We can’t wait to share these ideas with you all in hopes you will get lift too!

In this month's episodes...

Episode 100: The 100 X Challenge

This week we are celebrating our 100th episode!  That’s right, 100 straight Tuesday’s we have been on the show!  We have a great show planned where we are going to mix in a little bit of  fun, while of course delivering some great content, which is always the main focus of our platform.  You may see a few bloopers from the past episodes, you may hear from one of our team members about the stuff that goes on “behind the scenes,” but you will also walk away with a specific challenge for October that is guaranteed to lift your numbers!

I'm not interested...

In this episode we will dissect the WHY behind this objection and give you some new tools to be more effective at overcoming it.

Creative strategies to GET MORE QUOTES!

The easiest way to predict our success in sales is to simply make sure we are getting the right number of “at bats” needed to get us there. Increasing your quote volume is a way to guarantee that you will make more sales. In this episode we will focus on exactly that - creating specific strategies to make sure you are doing enough quotes to meet the expectations of your agency, and of yourself!

Requote practice LIVE

This week we are going to have our entire outbound sales team come on and practice the requote talk path. We will provide a script that has been working great in our agency for requotes, but you will also get a great idea of just how practicing with your team members can help you fine tune, and improve scripts that you have been trying to use.  This session will be raw, in the moment, and interactive!

In this month's episodes...

Turning Refinance Requests Into Sales

This week we are going to share two very specific ways that you can turn your everyday refinance request into an opportunity to give great service and create immediate and future sales.

Creating a sense of urgency so your prospect will buy

We’ve all been there where we’ve had a great conversation and explained coverage and pointed out exposures to a prospect and at the end of the conversation they still don’t buy. Insurance is one of those intangible products that becomes the most important thing should we have to use it. We want our conversations to matter and we need to create URGENCY so the prospect will buy now instead of later so that if they did have to use their insurance, they would have the right protection. In this episode, we will work on just that, Creating a sense of URGENCY so your prospect will buy!

Getting more quotes by mastering front end objections

When making calls to prospects it is crucial that we master front end objections if we want to improve the number of quotes we are able to get from the leads we are working.  This week we will have one of our own team members serving as a “guest coach,” and we will demonstrate how memorizing these objections can play a huge part in our success.  There will be some rapid fire role play, as well as truly working through the practice part with our participants, so you can see first hand how practicing and talking through these things can make all the difference in the world!

In this month's episodes...

The "trifecta" of objections

In this episode, we are going to focus on 3 of the most common objections we face in our industry - “The price is too high,” “I need to talk to my spouse,” and “Send it to me in an email.” The participants this week have all watched our individual episodes on these topics and will be offering you their takeaways on what they learned, before then role playing each scenario.  Be prepared for an action packed show where you will learn a different way of practicing role play!

The FLOW of a home quote

There is nothing more important than the way we present a quote,  or “the flow” of the conversation.  Because there are so many pieces to home insurance policies, a lot of times we have heard prospects being confused during this presentation and not fully understanding what they are buying.  In this episode we will share a very simple process that has worked great in our agency - a process that focuses on narrowing it down to 3 key areas of the home policy, but also providing that thorough education that prospects expect.

No thanks, you're the 5th agent to call me

When working leads it can be frustrating to hear that we are not the first agent that our prospect has talked to. Calling on internet leads in general is hard work, so to have to convince a lead that you paid for to "allow" you to give them a quote can be defeating.  In this episode we will focus on a way to really show your prospect that you are “different,” and worth talking to!

I didn't get a chance to look at your quote yet

This is always a tough one for us to hear when we are calling a prospect back, excited to review things with them and hopefully close the business.  Too often we find that this hesitation stems from what you did BEFORE calling them back, so we will work on some front end tactics this week as well as a response that you can use if you are met with this response.

From hello to bind

I get asked all the time, "How do you put it all together, what does a quote sound like from start to finish including objections, closing techniques, asking for the sale, etc."  Well, this week is your chance to hear it LIVE!  We will have one of our producers role play, uninterrupted, an entire quote, literally from the time a lead answers the phone all the way through asking for money to bind the business!

In this month's episodes...

The FLOW of an inbound call

In our agency we mentor our team members to not be “order takers” and “answer givers” but instead look at every interaction as an opportunity to leave our customers better protected. In order to do that, you have to know where you are going with the conversation. We have something we call “the flow of the inbound call” that we use to make sure we take care of our customers and that we give them our best every time. This role play will come complete with an inbound call checklist that you will be able to use now and in the future in order to leave people better off!

When to ask for the sale

Let’s face it, we all would love to close more business and be able to feel comfortable asking for the sale. The key to closing more sales is knowing when to ask for the business. So often, we jump the gun and present the price way before it’s time or when it is time, go soft on asking for the business. In this episode, we will give you tips on when to ask for the business and also teach you how to effectively ask!

Bottom line results from internet leads

This week we are going to focus on one of the most popular topics that we hear from agents - how to work internet leads, and more importantly - how to get results from them! During this webinar, we will have a top producer share exactly how he talks to leads to get them interested, and how he overcomes the same objections that everyone else gets while working these.  We will also have our Outbound Sales manager share specific pipeline tactics that have led to great results and he will also show how he manages his team on a daily basis.  Finally, we will cover exactly how we have our lead team structured.

In this month's episodes...

I Changed My Mind...

The call that nobody wants to get - a few days after we sold a prospect they call us back and say they have changed their mind.  Of course we take this personal and often times this makes us immediately go on the defensive.  Tune in to learn some great tips on how to not only handle this when it happens to us, but also some ways to get ahead of it at the time of sale!

Get Your Curious On To Close More Sales

Being curious helps us get to know our prospects better so we can solve the full picture. It also helps us recommend the right coverage and have the right solution. More often than not, we still have questions for our prospects and customers that we just don’t ask because we assume their insurance story. This week we will teach you how to look at prospects as individuals, NOT dollar signs, and how to get your CURIOUS on to close more sales!

My Friend Pays A Lot Less Than I Do...

We’ve all had that call from a current client where they have been talking to a friend about insurance, only to walk away with the impression that they have been overpaying and their friend is getting a better “deal” than we have been giving them.  Often times they come into these calls a bit upset, feeling as though they have been paying too much for their insurance and they want answers! How we handle these calls will be the difference between your client either feeling like they want to shop around and still feeling frustrated, or them feeling a renewed commitment to your agency because of all of the benefits and the service that they get from you! Join us this week to learn an effective way at handling the “my friend pays a lot less than I do” calls!

I Already Went With Someone Else...

Oh man, this might be the call that makes us the most disappointed. We spent the time talking to a prospective customer and even set the appointment to close the sale.  When we make the call we are met with “I already went with someone else…” This week we will help you understand how to take this objection and shift it from being disappointed into an opportunity!

New Producer Panel

This week we will have a panel of new sales producers from different agencies, all with production results that will blow you away!  This group of rockstars will show you that with hard work and commitment to the process you can start producing very early on in your career, and that one should never feel like they need time to “ease” into this career!

In this month's episodes...

How To Effectively Answer Live Transfers

So many of us are now working live transfers, as they are a great way to grow our business!  The way that we answer these calls, and the process that we use to keep them on the phone and successfully go through an entire quote, makes all the difference in your effectiveness of closing these.

The First 7 Seconds of a Prospecting Call

The way that we open a call to a prospect will decide the success of the call.  The first few words we use will determine whether they will want to hear the rest of what you are calling for,  if they tell you they are not interested, or in some cases simply hang up on you.  Join us this week for a talk path and some strategy designed to help you get more of your prospects open to having a conversation with you!

Things NOT To Say To Make More Sales

Did you know that you can talk yourself right out of a sale? In order to be truly effective at sales we need to be aware of the things to stay away from saying because of how the customer/prospect might perceive you. This week, we will talk about things NOT to say in order to make more sales!

A Deep Dive Into THE GRID

The GRID has been more impactful than any other objection-handling technique for us in our agency, so much so that we are going to take a “deep dive” into the reasons behind why it works so well. If your team is looking to close more business, this is the episode for you!

In this month's episodes...

Taking a Prospect from "It Didn't Work Out This Time" to "In My Pipeline"

Pipeline management is everything in sales and it starts with being efficient with every prospect we come in contact with. In this episode we will focus on knowing the “why” of what to put in our pipeline when it doesn’t work out the first time around and how to set the expectation of follow up so that we get the sale the next time around!

Maximizing Your Requotes

If we could show you a way to increase your sales with leads that you don’t have to purchase, would you want to know more? Well, that is what this week’s RPOA is going to focus on.  Requotes are an amazing opportunity to follow up with people you have quoted in the past and probably one of the most underutilized sources we have in this business. Join us this week to learn an effective way to tackle these!

Is there any way you can get my premium down?

Whether we are talking to prospects or customers, we often hear “Is there any way you can get my premium down a bit?” This is a delicate conversation as we always want to leave who we talk to better protected. This week tune in to find out our best practices of leaving them better off and making sure their premium is the right fit for their financial needs.

How to get sales results from service calls

Our team’s “super power” is taking everyday service calls and transitioning them into sales, all without having to spend a dime on leads for this side of the business, our “inside team.”   Tuesday you will hear from a panel of our own team members who have mastered the ability to take these routine calls and convert them into selling 50, 60, 70, even 80 policies a month.

In this month's episodes...

How NOT to do an apples to apples quote

One of the most important parts of our job as insurance advisors is to tailor and to offer coverage recommendations that are specific to your prospect’s individual needs.  Often times we fall into the trap of just quoting our prospects with exactly what they have now, which does two things - First, it turns it into a price conversation, and second, more than likely has them leaving without the right coverage.  In this episode we will focus on setting up the conversation from the beginning so we do NOT have to quote apples to apples!!

I don't need higher limits...I don't have accidents

If we knew when we would never have an accident, there would be no need for insurance, right?  As insurance advisors, we know that, but how do we convey this to our prospects without making them feel bad about their policy and the coverage they have? Join us this week to learn how to position this particular objection in a way that will lead to them being more open to hearing about the importance of having the right insurance coverage.

True thoughts on life objections

This week we will focus on being “quick on our feet” when prospects give us pushback when we ask for life insurance. We will have a panel of four team members from different agencies around the country and we will “rapid fire” every day scenarios at them, then coach them through some effective ways to overcome the different objections.

Price, Price, Price!!!

Hands down the objection that we face more than anything in this industry, this week we will focus on getting ahead of the whole price conversation at the beginning so that it becomes less of an issue when we ask for the business.

Agency Owner Panel on Staff Success

Everyone always asks the burning question, “what does it take to be truly successful in this industry?” Well…we decided to hear from three successful Agency Owners as to what they have seen breeds success in their top performers. You won’t want to miss the chance to hear these three incredible agency owners discuss what it takes to be successful!

In this month's episodes...

The Power of Asking Open Ended Questions

We all know that there is a lot of power in using open ended questions when talking to our prospects and customers. It’s when and where to ask them that is the trick!  This week we will explore open ended questions that work in different parts of the sales process as well as the “why” behind how to use this technique to really listen and engage with our prospects and customers!

Leading Prospects to the Close

This week we will focus on how to get your prospect to follow your lead as we guide them to pick the best coverage for their needs. Dan Kitajima, the top P & C producing Farmer’s agent in the country, and Troy Korsgaden, a very well known consultant and author in the insurance space, will be leading by example and role playing this topic!

I Just Want A Quote For The Cheapest Policy You Have

We hear this so often when prospects initially call in for a quote. In this role play we will take a deep dive into why they say this, and really focus on uncovering what their true motives are. Join us on Tuesday to learn a great way to handle what can often be seen as a roadblock!

The Active Listening Game

Being better at listening helps us to do 3 things: Understand, Connect, and get to a YES! When we listen to our prospects or customers, they are a lot more likely to listen to us.  We are going to work on listening for not only what is being said, but also what’s not being said, and respond to what you hear versus what you think you “should” say!

In this month's episodes...

"I’m Sorry I Didn’t Ask You About Life Insurance" - The Redemption Call

We’ve all been there… We get off the phone and we realize we forgot to ask about life insurance! Is it a lost opportunity? Of course not! Making a simple “Redemption Call” is just the cure for this ailment. This gives us a polite way of letting them know that we value their family and that we have a genuine interest in helping them. Tune in to learn how to make these calls your secret to success in asking for life!

Umbrellas Made SIMPLE!

One of the most important policies you can offer a customer, we often overcomplicate the umbrella “presentation.” Join us this week to learn a very simple yet effective way to make sure you are offering this to your prospects and customers every time!

Power Phrases that Make an Impact

We all have those certain phrases that help us win business! This week we will give you some “Power Phrases” that we’ve heard over the years, phrases that will help you make the prospect/customer feel more confident in you and in making a decision on their coverage.

A Panel of Success

This week we interview 4 rockstar producers who sit in your exact same seat every day and deliver incredible results month in and month out. You will hear from a brand new producer getting great results, a seasoned producer, a “customer save” specialist, as well as a team member who refers over $100,000 in life insurance production credit every year.

In this month's episodes...

"Thanks for the quote, I took your advice and had my current agent match everything"

We’ve all had those sales presentations we thought for sure were “in the bag!” We were just sure that the prospect was ready to go with us and it was just a matter of them calling back with the green light.  Well, to our surprise, we then get that dreaded phone call that they decided to take all of the advice that we gave them and go back to their current agent and have them match it. This week we will focus on some things we can do in our sales presentations to prevent this, as well as a way to respond to this very personal objection!

"Close More Sales by Qualifying your Prospects"

As insurance salespeople, our goal is to quote and close as much business as we can during the time that we are at work.  Qualifying your prospects so that you know you are talking to the “right” people is crucial to this and a way to be much more efficient and effective with your time. Join us this week to learn how to better focus your energy on those potential clients who are going to give you the best return on your investment!

"Just waiting on one more quote, then I'll get back to you..."

Because this does seem like such a reasonable response, our sales people often have a tough time with this one!  In this episode we will focus on a blend of listening to our prospect,  yet also pushing to show them a sense of urgency to bind the policy now! It’s all in the words we use and the delivery!

"Vision Planning and Goal Setting"

This week we are going to work on planning out our vision for the upcoming year. The more specific we are with where we want to go, the more likely we are to get there. We will be doing this classroom-style, so come ready to work on your own vision and ask questions along the way if you desire! If not, sit back and watch as you normally do!

"The First 90 Seconds"

When working leads, there is nothing more important than the first part of the conversation.  Before you even get to objections or closing techniques we’ve got to differentiate ourselves from the competition and give the prospect a reason to WANT to talk to us.  This week we will have 3 of my team members share specific tactics that have made them super successful at this initial part of the call.  Join us to learn how to get in the mindset that “Every lead is an opportunity.”

In this month's episodes...

"Assuming the ‘bundle’ to increase sales!"

This week we will focus on the importance of writing complete households and not just selling one line at a time.  We will have a guest coach on who has operated one of the best agencies in the country for over 30 years, racking up an incredible 82% multi-line rate and over 93% retention.  He will share specific tips on how he got to these numbers and how they are actually tied together, then we will role play a great talk path!

Taking the uncomfortable out of the “asset conversation”

We know we need to ask, but for some reason we just don’t!  Figuring out what your prospect’s assets are worth is crucial so that we can properly design a policy with the right limits to be able to protect them in the case of a claim.  This week we will be discussing how to ask “How much are your assets worth” by building trust and confidence.

"What does credit have to do with my insurance premium?"

We’ve all heard this before, people just not understanding the correlation between their credit and what they pay for their insurance.  How we explain this makes the difference between having a customer feeling upset, maybe even like you are prying into their personal information, and having someone understand and ready to move on to the quote without hesitation.  It’s all in the words we use, which we will focus on in this episode!

"Call me after the Holidays - Coach the coach"

This week we are going to be doing the normal “coach the coach” as we always do on the final Tuesday of the month, but we will also be reviewing the popular objection so many of us get this time of year - “Call me back after the holidays!”  Learn how to open the door and continue the conversation when presented with this pushback!

In this month's episodes...

"If you can't lower my rates, I'm going to have to shop around..."

This week we will work on what to say when a customer calls and instantly puts you on the defensive - threatening to shop if you don’t do something for them and lower their rates immediately!  We’ll be working on a way to first of all move away from the elevated conversation that normally follows, but then in the end figuring out a way to get the customer to see that perhaps there is more to insurance than just price. 

"Let me talk to my current agent first to see if they can match your quote..."

You’ve just given a great presentation to a prospect, uncovering gaps in their coverage, perhaps even saving them some money, yet you are met with “Let me talk to my current agent first to see if they can match your quote…”  In this show we will give you a great way to turn this into an opportunity and to increase your batting average in closing this business!!

"With everything going on in the world, I need to trim some coverage to save money..."

As things in the world continue to seem uncertain, our customers and prospects have become increasingly aware of their budgets, so this is a call we are taking much more frequently.  Leading with how to put our customers minds at ease, we will work on a way to leave the caller feeling heard, but ultimately leaving still having the right insurance protection. 

"Coach the coach"

Review and coaching on "If you can't lower my rates..." and "Let me talk to my current agent..."

In this month's episodes...

"A different spin on selling LIFE insurance"

So many of us shy away from asking for life insurance because we think that it’s just “one more thing” we have to mention.  This week we will be taking a different approach to asking for life insurance by peppering it in throughout the conversation so we can circle back around to it at the end.  You won’t want to miss this opportunity to learn how to get more out of your life conversation in order to help protect families!

"The FLOW of an auto quote (part 1)"

There is nothing more important than the way we present a quote,  or “the flow” of the conversation.  We will break this role play down into two episodes.  This week, we will focus on the front end of the conversation.  This "flow" can be a game changer in our close rates, efficiency, and bottom line results!

"I might not be able to beat your price..."

This week on RPOA, we are going to approach the conversation about price in a way that you might not expect. At the beginning, we are going to come right out and say “I might not be able to beat your price…” in order to open up the coverage conversation, and in some ways, just get them thinking.  This is a super fun exercise on being bold and confident, and is something that has proven very effective in our agency. You won’t want to miss it!

"The FLOW of an auto quote (part 2)"

OK, so we’ve built rapport, we have qualified the prospect, we’ve asked “other than price,” shared our personal brand with them, and finally asked them what type of policy they feel would make sense for them. Now, on to the actual quote!  We will go through a very simple way to go over discounts and coverage, and then end with asking for the sale! 

In this month's episodes...

"Presenting PRICE with the right TONE to close more!!"

Tone of voice is everything in how people perceive you. When we are presenting price at the end of the conversation, a lot of times our tone of voice diminishes the value proposition and we lose the sale. In this week’s episode, we are going to work on an awareness of how we present price specifically with our tone of voice. You won’t want to miss “hearing” the difference.

"Leaving Voicemails that get called back!"

There are so many different schools of thought on voicemails.  To leave them, not to leave them, keep it short, leave all the details, so many thoughts on this topic!  We have a philosophy that has worked great for our agency and can’t wait to share it with you!

"Coach the Coach!"

This the newest addition to the RPOA lineup! If you are looking to become a more effective coach when facilitating role play sessions, then this is for YOU! We will bring an agency owner on the show with two of THEIR team members and have them run a role play session. Then we will coach them on different techniques that drive lasting change. This is facilitated by our coach who is a CERTIFIED trainer from the largest sales training company in the world. You won't want to miss it!  

In this month's episodes...

"The art of ‘Making it about THEM’ to close more business!"

What do most sales people love to do? Talk! Sometimes so much so that we forget to make it “about them.” In next week’s episode, we will show you ways of talking to the prospect or customer where they have the best experience ever and feel that you had their best interest in mind throughout!

"It’s not a big enough difference to make the switch…"

You’ve just spent 30 minutes advising a prospect on their insurance, and the best part - you are actually saving them money!  You’re getting ready to wrap things up, but then… You are met with the objection that you are just not saving them enough to make it worth it.  Tune in this week to learn a very specific talk path to get the prospect to see things in a little different way.

"Kevin Mlynarek: "5-Step Process To Winning With Features & Benefits"

This week we are excited to have Kevin Mlynarek on as a guest speaker!  Kevin has been a very successful agency owner in Michigan for years, and one of the things he focuses on is leading with the features and benefits that our policies offer.  Kevin is an amazing presenter and will make this a very engaging “classroom style” meeting, so be prepared to participate, and as always, to walk away with some very specific tactics you can implement immediately!

In this month's episodes...

"Using Assumptive Closing"

Assumptive Selling is not just about closing; it’s about leading. It’s about guiding your prospect down a path that is going to lead to them wanting YOU to be their insurance advisor.  It’s about believing that everyone is better off by having you in their corner as their agent. Join us this week and learn some very specific assumptive closing techniques that will help you write more business!

Learn how to set an appointment that will hold. See how you can avoid wasting time chasing down prospects by getting a commitment from them to talk at a specific time!

"I Want to Shop Around..."

We've walked a prospect through what we thought was a great presentation, we've presented amazing coverage options, we've given them all of the discounts and benefits, yet we are met with "I want to shop around..." Join us on Tuesday to learn how to be more effective at preventing this hesitation in the first place, and also some great tips on moving past it if it does happen to you!

"Handling Irate Customers"

Handling irate customers is something that a lot of people shy away from, and something that most dread. Over my 25 years, I have learned to embrace these, as they are such a great opportunity to show your customer how much you appreciate them.  If handled correctly, these calls will generally lead to you having a client for LIFE!! Join us on Tuesday to learn some great tips on taking the stress out of these calls!

"Cold Calls Made Simple!"

Something that everyone wants to know the secret to is “How to make cold calls SIMPLE.” We avoid them. We have call reluctance. We make excuses. We lose our lists. We do everything but make these calls consistently.  In this role play we will teach you some simple and fun ways to stay consistent with making cold calls!

In this month's episodes...

"Networking with loan officers!"

Over 20 years ago when Jeremy started my agency with 0 customers, he decided to focus on a niche that would yield results not only then, but for years to come. To Jeremy, there is no better way to grow your business, whether you are a team member or an agency owner, than surrounding yourself with a core group of loan officers, but not just any loan officer.  We want to focus on working with those who appreciate our service and truly look at us as an extension of their business - as a value add to their customer. In this episode we are going to bring on a guest coach, and literally the very first loan officer he ever connected with 22 years ago when he was a one man show and someone he met while delivering a $6 tub of licorice - all he could afford then. What worked then continues to work today, building a relationship!

"Setting appointments that hold!!"

As professionals, follow-up and efficiency are crucial to our success, which will be the focus of this week’s webinar.  

Have you ever been sure someone would answer your call and then you end up playing phone tag, or maybe worse - you can never get a hold of them again?!

Learn how to set an appointment that will hold. See how you can avoid wasting time chasing down prospects by getting a commitment from them to talk at a specific time!

"How to follow up with a referral"

YOU are in control of what you learn! Make sure you to cast your vote LIVE on the show!!

"Troy Korsgaden "State of the Industry"

Troy is a best selling author and mentor, here to talk to YOU about the state of our industry and how to authentically connect with 100% of YOUR customers! You will walk away with some great tips on how to run your day to day business in the most effective way!

In this month's episodes...

"A Different way of looking at Objections!"

At RPOA, we are firm believers that there is never only one way to do things. Whether we are talking about closing techniques, saving customers who want to cancel, or perhaps just building proper rapport with our clients, we know that there are always different ways to get there, and in fact even different ways of thinking about them in general. Overcoming objections is a big part of what we do every day in sales, and we are going to really try to open your mind to a completely different way of thinking about this practice so that you can improve when met with any type of pushback… 

"Closing the Sale!"

You voted and the results are in! Next week on RPOA we will teach a specific process to transition to the close and close the sale. 

"Winning with Winbacks!"

In this episode we are going to focus on Winbacks, and a unique way of attracting clients back who have left your agency for one reason or another.  Working with these clients who have already experienced the level of service that your agency provides is a great way to grow your business, both from a cost and close rate standpoint. Join us on Tuesday to walk through how to “win with winbacks!”

"RPOA Live Classroom!"

YOU are in control of what you learn! Make sure you to cast your vote LIVE on the show!!

In this month's episodes...

"I Need to think About it"

"I had a bad experience with your company in the past"

Ever had a prospect tell you they don’t want to do business with you because they had a bad experience with your company in the past?  This week we are going to focus on this very difficult objection and help show you a path to move past it.  How in depth do you go with them on what caused them to say this? How much research do you do on it? 

In this month's episodes...

"Asking for referrals"

Did you know that, when asked, 91% of our customers say that they would be happy to give us a referral? However, only 11% of sales people actually ask for them!

On Tuesday’s show, we are going to share a great way to incorporate asking for referrals into your everyday conversations. This is truly one of the most underutilized ways of generating business, and it can absolutely be a game-changer for anyone in our industry!

February Live Classroom!

In this month's episodes...

"Telemarketing Made Simple"

Join us as we are talk about telemarketing and role play a very successful process we have implemented in Jeremy’s agency. Very excited to have two of his own team members on as our participants. Trey & Tyrell bring so much energy to the team and between the two of them are responsible for driving about 600 live transfers to my sales team every month. We will talk specifics on how they do this, including the process and the talk paths they follow.

RPOA LIVE CLASSROOM-

This week we are going to see all of you “classroom style,” where we will recap all of the prior episodes in January, including the 3 Yes Close, Telemarketing Made Simple, and Turning 10 Service Calls Into 3 Sales.

We will role play each of these topics again to make sure it stays fresh, so come ready to interact and have some fun! 

In this month's episodes...

"Taking the Fear out of Life Insurance"

The topic that we are asked about more than any other, and the one that is arguably the most important if talking about truly protecting our customers.  During this webinar, we will give you a very simple talk path that gets out in front of the most common objection, and is really designed to take the fear out of asking.  Join us on Tuesday and learn how to increase your success with asking for life insurance!

"How to Follow up on Your Pipeline"

We like to think of managing the pipeline as "managing my future opportunities." In other words, my ability to effectively manage and work my pipeline is the single biggest predictors of my success, period. In this episode we will touch on this, and will teach a great talk path designed to help you reach out and to follow-up with those in YOUR pipeline.

"RPOA- LIVE CLASSROOM- "Vision Planning"

Join us as we teach a strategy to help you plan for 2020!

In this month's episodes...

"Formula to Stay Ahead of Price"

Join us as we teach a proven formula to stay ahead of price, giving you the tools to lead with coverage, value and YOU!

"Call me after the holidays."

How awesome would it be if your whole team was equipped with the skills needed to encourage and provide feedback to their fellow team members throughout the day? This will be our focus on our next episode, showing you how to get your teams to do just this!

We will have our prior participants back on to role-play how to overcome the "Call me after the holidays" objection, but then they will be the ones providing the feedback this week.