After selling just $30,000 in my first month of production it didn't take long to discover all the minutia that comes with sales process activity. Before I knew it, I found myself dreading the very activities that had brought my success.
All the random situations and the guesswork they produced caused a lot of frustration. I didn't like having to try to remember what to do, what to ask, or what was needed. I especially didn't like having to call people back because of forgetting something. Like this person who I had called asking for a quote, "Hey Todd this is Laura, I forgot to ask a couple questions. Are either of the kids away at school more than a hundred miles with or without the car, and do either of them have B or better grades?"
Being new to insurance, this stuff was happening to me a lot. The person that left me this message was a seasoned professional. I can't help but wonder if it ever ends when there is no process to follow. I even had a friend who purchased insurance from me actually tell me, "You really need to get a checklist..." Situations like this are embarrassing and if somebody that wasn't a friend had said it, it would have been downright painful.
Having no process to follow often results in things being missed, overlooked, repeated, and poor performance. These all add to the minutia that can cause one to dread activity. The NEW 2018 System For IPA's eliminates the headaches of managing an agency and being a producer. It encourages activity, rewards effort, and shows you how to consistently improve your processes for selling.
- When you replace guesswork with real answers, it's amazing what can be accomplished.
- When you replace winging it with processes, it's amazing how much time you can save.
- When you fill your days with IPA's, it's amazing how much success can be achieved.
In sales, we do not get paid for just showing up. We get paid for activity! The more of it we get, the more we make. Add to your activity, processes that walk you seamlessly through what you plan or need to do... you'll not only have more activity, you'll actually look forward to it.
Where there is activity, there is success!
Hear how easy it is to create new opportunities on a daily basis.
With cold calling comes unlimited opportunity, which is why I wanted to master it. With the System For IPA's I did just that. To the right, you can hear a sample of the type of results I getting. Click here to learn how I'm getting these results.
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Plan your work, work your plan. This is probably the most important fundamental to great sales success. You simply cannot achieve excellence when winging it. You need a plan and if your plan proves to be successful, then accomplishment will be the result.
Planning your work requires the ability to organize your ideas into processes for selling. This can be daunting and tedious work, which likely is the root cause for it not getting done. However, with the System For IPA's this work is not nearly as daunting. Your processes can be basic, elaborate or somewhere in between, yet easy to use.
Systematizing your goals, expectations, and how-to gives you the ability to see patterns between effort and reward. Systematizing means that every step is planned, understood and executable. This is what gives you the ability to work your plan. This is how you increase activity, performance, and overall sales success.
Plan your work, work your plan!
Sales success comes from initiated activity. Specifically, IPA's, which are very specific and well-defined activities that when acquired always result in success. The key, however, is volume, consistency, and being highly effective. You can't approach IPA's half-heartedly and expect success. They must be planned, understood, executed and mastered.
To master the activities that bring production (IPA's) you must systematize what you do, how you do it, when you do it and how often it will be done. There's an old saying in sales, "You can't expect until you can inspect." When you can't see what you've done, it's impossible to know if you're doing what matters, doing it often and doing it well. Unfortunately, we tend to side with ourselves believing we've done more than we actually did. Systematizing how you plan to succeed makes mastering the activities that bring production easy.
"Only those who can see the invisible can do the impossible."
The System For IPA's gives sales professionals the ability to systematize activity, procedure, technique, processes and more. It increases activity, improves consistency, and will make you more successful.
Increasing activity and/or improving performance are the only two things that will increase results. If activity is low or erratic the first and easiest way to increase results is to increase activity. This can be accomplished by making more of an effort or simply by being more consistent. If you have a good and consistent volume of activity, then improving performance is the only way to increase results.
An important thing to understand about sales process activity is that activity moves in two directions; forward or it exits. This is what makes it possible to score the performance of sales process techniques. Improving technique will improve the volume of activity moving forward, allowing you to increase your success without having to consistently increase your effort.
In your opinion, is there a difference between saying, "You need $200,000 to pay off your house" versus, "This plan will give you $200,000 to pay off your house." Because there is a difference, the volume of activity moving forward from this point will likely be different between the two techniques. If using the first technique resulted in 20% of people buying and using the second technique resulted in 30% of people buying, then changing from the first technique to the second technique would increase your results. The key is knowing what work best. This requires being able to see the performance and is the real secret for learning to work less and make more.
More success with less effort is the best kind of success! It's also easier said than done. However, by systematizing your plan for success, seeing your activity and being able to score the performance of sales techniques... working less and making more will be the end result.
Dynamic Production offers sales professionals everything needed to master the activities that bring production. We make the concept of plan your work and work your plan real. Connecting the dots, improving techniques, and learning to work less and make more has never been easier. Every day you will have an agenda for income producing activities, a plan and the ability to measure your activity, performance, and success.
I was hesitant to be personally coached; but Dynamic Production definitely exceeded my expectations. Todd takes the fear and resistance out of the job and provides a very simple but effective approach to reaching potential clients. I saw an improvement on my first day with Dynamic Production's technique! Each good experience has increased my confidence and the results speak for themselves! It works!!
I have had a number of coaches in my 4 short years as an insurance agent. Todd Shafer definitely stands out from any other coach. He is great to work with and his system has allowed me to reach more clients and write more business. If you commit to his system I guarantee you will become a better sales person.
I only have good things to say about Dynamic Production. Todd is a fantastic coach, probably the best I've had the pleasure of working with. He is encouraging and has a way of inspiring me to pick up the phone and make my calls every day! And his process WORKS! Any one who wants to master their calls to building their book is going to want to work with Todd!
The System For IPA's is today's best and most complete system for day-to-day income producing activities.
Get the help you need to improve your plan for success, technique, and learn proven steps that will make you more effective, consistent and successful.
If you're struggling with success, have producers that are struggling, need to be more consistent or want to make sales process activity simple and more successful, then give Success, Step By Step a listen.
If you need to cold call to create more quote opportunities we have a proven process for achieving very high success rates.