Client Review on Training For Success

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Mark,I wanted to share a success story. I have not made a sale with this yet, but it is still very exciting. Our telemarketer pulled in a lead last week and I have been chasing the guy. I finally got a chance to speak with him. The first question I asked him "What is most important to you regarding your insurance?" He responded "What do you mean" I said "in regards to your particular insurance needs, what aspect of insurance is important" (Basically just reworded the question" he replied "Well, I have five cars, a home, do you do commercial auto insurance too?" I said "yes sir we do, what type of business?" He told me " I have fifteen vehicles that need coverage" me: "Okay and what do the vehicles are they....we talked a little bit more. You don't need the whole conversation. The point is his need. Wasn't a simple quote for his home and auto. His need it turns out I found a few minutes later was he wants to consolidate his home, auto and business insurance. And of course if this guy doesn't know he needs an umbrella and higher limits he will. The point in my email of course is to tell you I used a shovel! And it worked! Of course you knew that. But it is exciting for me. One more story: A client we had basically wrapped up. Another State Farm guy. A different one than I told you about. (State Farm will always try to save the business of course) He had three problems State Farm gave him to have with our policy. Roof depreciation, Can any driver drive his car, and he has guaranteed insurability with State Farm. (a feature they had about 10 years ago." I said Okay Jim, I will have to do some research on the roof, I am pretty curtain we added an endorsement for his roof that covered that. I know we covered the second thing and the third. I said Jim what is it about the guaranteed insurability that is important to him? He said "Wow, Shaun that's a great question. A really great sales question. I don't know" I said " so here's what will happen if you get in a wreck, State Farm will still raise your rates. If you get into another wreck, State Farm will again raise your rates. Until you are at a point where you drop them. With Allstate on the other hand, we have you with accident forgiveness on our gold plan so if you get into an accident your rates will not go up. Then we would suggest you upgrade to platinum, with platinum you can get into multiple accidents and not only will your rates not go up, we won't drop you either." I was really proud of that conversation. I sent documented proof of the above for him. And it looks like we will retain the business.Shaun