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Want to Ask Great Questions to Prospects and Customers? Think Scattergories

propects sales Sep 01, 2017

By Brent M Kelly

Use creativity and differentiation when asking questions to stand out from your competition.

Do you remember the game Scattergories? It has always been one of my favorite games.

For those of you who are unfamiliar, let me briefly explain how the game works.

Every player has a list of items on a sheet. They could be items like cities, dog breeds, actors, automobiles, etc. One player would roll a funky looking die with letters on it. Players would then have to name every item on their list starting with the letter rolled in a short period of time. For example, if the letter “B” came up, every item on you list would have to start with “B.”

What I love about this game is that you have to be extremely creative because the only way you can score points was if no other players have the same answer as you. The more players, the more difficult the challenge was to create answers that are unique.

If the list item was...

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Raising the Bar on Producer Standards: Part Two

Part Two

VIP Client Journey

They have a very specific plan for the client experience—a map for the journey they’ll take their clients on. Their standards ensure that every client receives the VIP treatment. This is reflected in the quality of service provided and in the overall agency attitude: how the phone is answered, how quickly calls are returned, agent follow-up and follow-through, product quality and much more. A well-planned journey makes VIP clients feel valued and appreciated. In turn, they tend to be extremely loyal.

Ultimate Goal

In keeping with their high standards, the best producers work only on prospects that are referrals or introductions. Of course, that doesn’t just happen overnight by proclamation, but that’s their mindset. While they may use social media for positioning, they believe their next great new client wants to meet them through a referral or introduction. After all, when you’re looking for services, isn’t that really...

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Raising the Bar on Producer Standards: Part One

At a recent sales training session, I was asked what separates the great producers from the pack. My response was “PS: Producer Standards.” We find that the best of the best hold themselves to higher standards, which they consistently meet and exceed.

Here are the basic standards that are part of our ProducerFit sales training strategies and ones that you’ll recognize in most $1 million-plus producers.

Business Model

They have a very specific business model that becomes their laser focus. They’re always looking forward three years to five years, with a defined goal in mind. For example:

“Within three years, I will have no more than 50 clients paying me $20,000 each.”

This is not an overnight, get-rich-quick scheme. It’s a focus. They have their eye on the prize and a very specific plan for making it happen.

Remember, you can’t be a million-dollar producer writing $1,000 accounts. So if you’re going to put the time in anyway, you...

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