Building Value To Stand Out From The Rest

Pangaea · 10-26-2009, 12:37 PM

Are You Really Building Value, Or Are You Like The Rest of The Mediocre Agents Out There??

"Welcome to zero hundred hours, I’ll be your Staff Sargent Consultant and I’m here today to make sure you recruits leave this thread the finest follow-up specialists on the planet."

Okay, you just wrote a new policy and just finished your victory dance… So what’s the next step?

The follow up.

It doesn’t matter if you’re offering group, life, or health insurance you need to stay in front of your current customers when it matters most: All of the time.

And why is that Staff Sargent Pangaea Sir?!

There Are Three Reasons!
1. To keep the poaching coyotes at bay of course and create customer loyalty (the competitors just waiting to steal your customers).

2. To turn yourself from just another person in their black book into a value-added consultant.

3. Familiarity breeds referrals! If you're sending them interesting information via newsletters once a week or month eventually they'll pass that email on! Did you find a news story that's absolutely shocking? Give your own spin on it and tell them how they can benefit! Is there some major bill in Congress that can impact their quality of life? Let them know how!

4. It's just good business! You'll feel good, they'll feel good, and you'll probably find opportunity where you least expect it.

By taking the time to follow up on major holidays as well as via newsletter (print and email)once a month you’re fastidiously building a memorable experience for all of your customers.

Maybe offering tickets to the latest showing of Wicked for your favorite client's birthday, or offering a sweepstakes among all customers for a round trip through Jet Blue to NYC for a day on Fifth Avenue this Winter.

Get Creative!

You need to start doing things that other people aren’t even considering, start building values in ways that aren’t readily being done.

Start thinking creatively, have fun, be fun, do fun… Because it’ll all come back to your customers eventually, if they see you having fun they’re going to have fun with you.

I’ll write more later…

-Ciao!

P.S. Get on the phone right now and just thank your top three customers for their business and be geniunely interested in how their doing.

P.P.S. You can't call if you're reading!

CHUMPS FROM OXFORD · 10-26-2009, 01:11 PM

"You need to start doing things that other people aren’t even considering"

True...although sometimes, if only "a few" are doing it...that's OK too.

Pangaea · 10-26-2009, 01:22 PM

Originally Posted by CHUMPS FROM OXFORD

"You need to start doing things that other people aren’t even considering"

True...although sometimes, if only "a few" are doing it...that's OK too.

Agreed, I'm actually going to write an article on that subject tonight. Finding what others are good at, copying it, and doing it better (success detection).

Full Throttle · 10-26-2009, 05:59 PM

The main thing is to keep in touch, a loyal clientele is worth a lot of money. Even a phone call, annual review, and email newsletter will build a lot of loyalty and make you stand out. Nothing earth shattering, most agents just never follow through or stay around long enough.