Tag Archives: insurance adjuster

Referral Sales—Looking for better results?

Busy selling but lacking results?

  • “Agent & Adjuster Selling & Referral Selling doesn’t work anymore”
  • “Agents don’t get involved in claims anymore”
  • “Nobody has time to listen to me”
  • “So which company/franchise are you with? Aren’t you all the same?”

Yes, the world of insurance & the claims referral process is changing.   If you find yourself or any of your sales team saying any of the above statements, it’s time to regroup and rethink how you’re going to grow your company.

Fact—up to 80% of a sales person’s time is usually spent doing things that do not produce jobs (sales).   See if you or your sales team can answer the following questions:

  1. What is a PIF count?
  2. How many jobs has this agent/adjuster/plumber given us in the last year? 3 years?
  3. Are you sure the agent or adjuster referred them or did they come through a different source?
  4. How can I get them to schedule time to listen to me present my company?
  5. What would I present to an agent/adjuster/plumber who refers another company and not us?
  6. How is my company different and why should they use us?
    (Hint—being a “preferred vendor” is not enough to get you their next job)

Do you want help….or are you happy just being busy by filling candy jars and delivering note pads….then waiting for another program assignment?  Business by Design has several October openings for sales staff in their Monday morning sales training ($385.00/month for 3 months).    An updated 12 week sales module is also being developed for entry & mid-level sales staff…contact Jerry (jwinkley@business-by-design.biz ) for more details.

If you want to stay profitable and productive through the winter months, this is the time to rethink and regroup and get the help you need.  Contact Jerry (jwinkley@business-by-design.biz) for more details.