Sales Strategy for Every Producer

I recommend that every producer have a top 25 strategy  This is a specific plan on how the producer will  “intentionally” build a relationship with his/her top prospects. Here is a sample plan outline.

Objective

To insure that every producer is actively marketing their top 25 prospects, we are introducing this top 25 strategy.

Requirements

Each producer will provide the sales manager with a list of their top 25 prospects.

Intel                  

1. Identify top 25 prospects over (you can determine this based on your area)  in total account premium
2. Complete a prospect profile form (key prospect intel)
3. Obtain a high quality digital photos
4. Look to identify any centers of influences (attorney, CPA, Rotary, suppliers, etc.)

Attack

1. Develop a chain of contact
   • quarterly mailings
   • set of four letters to be designed by sales mgr with help from producers
   • master mail list will be established and sent automatically
   • Schedule one mid policy term meeting to determine, needs, issues, concerns
   • If possible set up time table with identified issues
   • Provide at least three content specific solutions

Contact

1. Visit at least once per quarter
2. Monthly communication (phone or email)

Sample Letters

• Driving down insurance costs even further through competitive bidding
• Proven methods to reduce insurance costs
• Advantages of an independent agent
• Risk management to control costs enhance program
• Case studies of similar business